BSP 108: High-Profit Prospecting by Mark Hunter

Mark Hunter, author of High-Profit Prospecting: Powerful
Strategies to Find the Best Leads and Drive Breakthrough Sales
Results, defines prospecting as “finding the right customer.” The
book focuses on the top part of the sales pipeline by teaching
readers to disqualify prospects quickly in order to spend quality
time with fewer prospects that can actually lead to a successful
closing. He says sales is a series of conversations that allow the
salesperson to better understand their customers’ needs and how you
can help them solve a problem. Hunter defines being a salesman as
helping “others see and achieve what they did not think was
possible” and adds there’s no one-size-fits-all way to begin the
prospecting process. Everyone has a different set of customers,
marketplace and items that makes the entire process unique. Hunter
urges everyone to find a solution and strategy that works for them
and that they feel comfortable with. Learn more about your ad
choices. Visit megaphone.fm/adchoices