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.
About the Author
Table of Contents
Foreword Anthony Iannarino xiii
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