Mark Hunter- High-Profit Prospecting
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.
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