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

Overview

For salespeople tired of feeling stressed out, burned out, and bummed out that their customers don’t want to hear from them, A Mind for Sales is the guide they need to develop a success mindset and the habits required to breakthrough to a whole new level of sales performance.

Everybody knows the world of sales can be tough, and it’s easy to get discouraged when the rejections start piling up, and your customers stop picking up the phone. The wrong thought patterns can start to set in, and pretty soon you aren’t making your quota and are looking through job listings on your lunch break, waiting for the axe to fall.

Mark Hunter’s own start in sales was inauspicious, to say the least. He was fired from his first two stints before he began to learn the lessons that he covers in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as when your customers call you for advice, thanking you for improving their business, and letting you know they just referred you to colleagues. The difference is simply developing mindset and momentum habits.

The good news is that you can learn how to grow a mind for sales like Hunter’s: “Today, sales is my life. It has gone way past being a job. I do not even see sales as a profession anymore; it is a lifestyle, and one I am proud to be living. I cannot imagine doing anything else.”

Let A Mind for Sales inspire and prepare you to form the new thoughts and habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.

• Feel reenergized by renewed purpose and success in your sales role by following the success cycle approach outlined in the book.
• 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 highly successful sales professional and sales coach.

Product Details

ISBN-13:	9781400215676
Publisher:	HarperCollins Leadership
Publication date:	03/31/2020
Format:	Hardcover
Pages:	240
Sales rank:	359,360

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