A Mind for Sales: Daily Habits and Practical Strategies for Sales Success

by Mark Hunter, CSP

Overview

For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success.

The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall.

Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits.

In A Mind for Sales, you’ll learn how to:

• Feel energized by renewed purpose and success in your sales role by following the success cycle approach.
• Receive practical strategies on how to change your mindset and succeed in sales.
• Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1.
• Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach.

Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.

Product Details

ISBN-13:	9781400215850
Publisher:	HarperCollins Leadership
Publication date:	12/14/2021
Pages:	240
Sales rank:	433,443
Product dimensions:	5.40(w) x 8.30(h) x 0.70(d)

About the Author

Mark Hunter, known as, "The Sales Hunter," is globally recognized for his expertise in sales leadership. He specializes in business development and guiding organizations to find and retain high-quality prospects without discounting their fee. His ability to inspire sales teams to create self motivating and integrity driven cultures, makes Mark Hunter a highly sought after keynote speaker, consultant and coach. Mark has taken his vision for sales leadership to more than 25 countries and 5 continents where he leads and consults with companies ranging from small startups to global giants.

Table of Contents

Foreword Anthony Iannarino xiii

Acknowledgments xvii

Introduction: I Should Not Be Here xxi

Section I Your Mind Drives Your Success

1 Mondays Are for Selling 3

2 Your Monday Mission 9

3 It Is All About You 17

4 Sales Is Leadership. Leadership Is Sales 27

5 Sales Is Not Your Job. Sales Is Your Lifestyle 31

6 Annual Goals Are Just the Starting Point 37

7 Sales Is Not Customer Service. Do Not Confuse the Two 49

8 Sell First and Negotiate Second 55

9 Be the Difference-Maker Others Will Value 63

10 Being Passionate About Sales Is What Your Customers Expect 73

Section II Your Greatest Assets

11 Your Three Greatest Assets: Your Time, Your Mind, Your Network 81

12 Protecting Your Time-Discipline Is a Virtue 85

13 Building Your Mind 91

14 Your Network Is Your Best Investment 95

15 Sales Is Not a Solo Activity. It's a Team Sport 103

Section III Minefields and Mind Traps

16 Apps and Hacks Don't Control You. You Control Them 117

17 Social Selling Is Neither Social Nor Selling 123

18 What Your CRM Is Not Telling You 129

19 Quit Thinking Marketing Will Get You Leads 135

20 Sales Is Not a Numbers Game. Sales Is a Quality Game 141

21 Your Pipeline Needs To Be a Water Faucet, Not a Sewer Pipe 147

Section IV Don't Let Your Customers Control Your Mind

22 Speed Sells. Simplify the Process 155

23 Asking the Tough Questions 161

24 The Value of Hearing "No" 167

25 Not All Prospects and Customers Are the Same 175

Section V The Future of Sales

26 You Do Not Close a Sale. You Begin a Relationship 185

27 Next-Gen Sales 189

28 Do You Have a Mind for Sales? 195

About the Author 201

Index 203