Close more sales by identifying high-profit prospects
He helps companies find and retain high quality prospects and then how to approach them at the right time. His theory is that if you have the right prospects, you won’t have to discount your fee. He inspires sales teams how to create an environment and culture to motivate themselves, and prospect with integrity.
With more than 15+ years in the corporate market working for Fortune 200 companies in senior positions leading hundreds of salespeople combined with his 20+ years experience as a sales consultant, speaker, and coach, Mark has been able to develop a methodology that salespeople and companies around the world use and have success with.
As the author of the best-selling books High-Profit Selling: Win the Sale Without Compromising on Price, and High-Profit Prospecting, Mark’s work is his firm commitment to show others that by targeting better prospects, it is possible to close more deals at a higher price.
Mark Hunter will leave you with the tools you need to effectively prospect, make the first contact, close the sale, and create success for yourself time and time again.
High-Profit Prospecting: Driving Breakthrough Results
This keynote is based on Mark’s best-selling book, High-Profit Prospecting – Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. The quest for leads and prospects is a never ending battle. Salespeople are quick to blame everything but themselves for their own shortcoming when it comes to prospecting. Mark Hunter, CSP, “The Sales Hunter,” in his fast-paced and engaging style, will have everyone assessing what they’ve been doing. More importantly, he will equip them with strategies they can use immediately! With Mark Hunter as your keynote speaker, you get content and motivation. It’s why he’s shared the platform with such prominent speakers, including Seth Godin, Tony Robbins, Gary Vaynerchuk, Simon Sinek and others. Attendees will leave the session believing they can fill their pipeline with the right prospects and, better yet, they’ll leave with specific steps they need to do to make it happen.
Sample of Subjects Covered:
Your Attitude Toward Prospecting
Assessing Your Existing Prospecting Methods
Measuring the Prospecting Process
Who is Your Perfect Prospect
Developing the Prospecting Process
Refining Your Communication Process / Timing
Engaging Your Prospect
The Value of You to Your Prospect
Suspect vs. Prospect
Building Value from Their Needs
Using Multiple Tools to Reach Your Prospect
Getting Past the Gatekeeper
Reaching the C-Level Person
Keeping the Prospect Engaged
Re-Engaging with a Dormant Prospect
Staying Motivated to Prospect
Sales is Leadership. Leadership is Sales.
This program is based on the belief that the salesperson who acts like a leader will indeed be seen as a leader and will develop better customers. Developing this leadership attitude across an entire sale team can have dramatic positive impact on the bottom line. Too many salespeople don’t understand their role. They see it as selling a product or a service — when in fact the sales rep’s role is to show the prospect what is changing in their industry, strategies they can deploy to avoid mistakes that their competitors are making and be a true partner, rather than a vendor. In this program, Mark Hunter, CSP, “The Sales Hunter,” gets up close with personal leadership stories that pull people in and create lasting change.
Your team will benefit from these outcomes:
Attendees will understand why being seen as a leader is essential if they expect their customers to see them differently and have greater respect for them.
Attendees will learn how to use influence and impact to create legacy outcomes.
Attendees will see how motivation is not something others do for them, but what they do for themselves.
Attendees will understand how to use “sales leadership” to open up new opportunities with existing accounts and new accounts.
Who will benefit from this program?
Companies / Sales Teams:
This program serves well for a sales meeting that will include marketing presentations or other company-focused initiatives where the organization change is expected.
Excellent for sales teams that are demotivated or are seen in the marketplace as struggling to find their place.
Excellent for association events what will have a diverse audience and numerous topics presented.
Fits well with association events that need to attract senior level people to the conference.
The Insanity of Discounting Your Price
Whether you team is discounting too much, struggling to implement a price increase or facing other pricing challenges in today’s economic landscape, Mark Hunter, CSP, “The Sales Hunter,” is the foremost thought leader in helping organizations eradicate poor pricing behavior and drive top line and bottom line profits. Discounting your price is not a sustainable strategy. In fact, it’s not even a viable quarter-end strategy.
Sample of Issues Covered:
Low Pricing is Not a Sustainable Competitive Advantage
The Reality of a Discount / Price Increase
Finding Value / Building “Added Value” Benefits
Risk Factor Worksheet
ROI Driven Presentations
Cost Conversion Assessment
Solution Saving — The ROI
Profit / Outcome Focused Questions
Rules of Pricing
Responding to Common Pricing Issues
Dealing with a Purchasing Department
Additional resources you may wish to include for your audience:
High-Profit Selling book
High-Profit Selling workbook
High-Profit Selling video series
Who will benefit from this program?
Companies / Sales Teams
Companies and sales teams that have relied on price discounts to close deals too frequently.
Perfect for sales teams that operate in a commodity or price sensitive type of industry.
Excellent for associations that have members in commodity or price-sensitive types of industries.
Great program for audiences that work globally and have to compete in a wide number of global markets where price is viewed differently.
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