AuthorsDen.com   Join (Free!) | Login  

     Popular! Books, Stories, Articles, Poetry
   Services MarketPlace (Free to post!)
Where Authors and Readers come together!

SIGNED BOOKS    AUTHORS    eBOOKS new!     BOOKS    STORIES    ARTICLES    POETRY    BLOGS    NEWS    EVENTS    VIDEOS    GOLD    SUCCESS    TESTIMONIALS

Featured Authors:  Sonny Hudson, iErnie Heavin, iJ.S. Bradford, iconrad larson, iHelen Vandepeer, iRobert Mills, iIan Irvine (Hobson), i

  Home > Marketing > Articles Popular: Books, Stories, Articles, Poetry     

Mark Hunter

· Become a Fan
· Contact me
· Articles
· 14 Titles
· 1 Reviews
· Save to My Library
· Share with Friends!
·
Member Since: Feb, 2010

Mark Hunter, click here to update your pages on AuthorsDen.




Featured Book
The $2.6 Trillion Social Security Theft!
by Allen Smith

All of the surplus Social Security revenue, generated by the 1983 hike in payroll taxes, has been embezzled by the government and spent on wars and other programs...  
BookAds by Silver
Gold and Platinum Members


Featured Book
Electra: A Gender Sensitive Study of the Plays Based on the
by Batya Casper

In this book, I studied the deep structure of the Electra myth and applied it to plays as early as those of Aeschylus,Sophocles and Euripides, through Shakespeare's Romeo..  
BookAds by Silver
Gold and Platinum Members





   Recent articles by
Mark Hunter

Why Buyers Don't Like Salespeople
Unselling What You Just Sold
Intellectual Capital and Your Sales Career
Driven to Distraction: How Latest Trends Will Hurt You
Your Buyer is Smarter than You
A Better Approach with Purchasing Departments
Should Social Media Replace Cold-Calling?
Does Volume Make Up for Low Price?
The Sale You Can't Close
Negotiating and the Three Ts: Trust, Time and Tactics
Negotiation Checklist to Ensure a Successful Outcome
Selling to Purchasing Departments
           >> View all

Your Pipeline Could Be Fuller
By Mark Hunter   
Not "rated" by the Author.
Last edited: Thursday, March 25, 2010
Posted: Thursday, March 25, 2010

Share    Print   Save    Become a Fan


Keeping your pipeline of prospects full is no easy task...but the payoff is worth it.

Keeping your pipeline of prospects full is no easy task. I'm not going to suggest it is. I talk to salespeople all the time and most say that prospecting is their number one source of new business. So if you are like most salespeople, one of your hardest tasks is simultaneously one of your most necessary – keeping your pipeline full. There's no way to slide into loads of profit without some effort – serious effort – on the front end.

To use an analogy, let's think of the athletes. Professional and Olympic athletes train for years for the shot to achieve national and/or international success. For some athletes, their competitions last mere minutes. Even for baseball, football, hockey, soccer and basketball players, their pinnacle moments may take place in games that last only a few hours. What does it take to achieve at such a high level? A tremendous amount of effort on the front end. We don't see the countless hours spent training, preparing, avoiding injury, healing from injury, finding the right coaches, acquiring the right equipment, managing time schedules, and juggling personal lives.

From a sales perspective, closing the sale is the "big event" – that's where the money starts flowing. But getting to that event takes a lot of effort and adjusting along the way.

From a prospecting standpoint, consider these questions:

What are the obstacles you're facing in growing your business?

If you can't identify specific obstacles, you can't begin to find ways to overcome those obstacles. Put it down on paper what is standing between you and more customers.

What percentage of new business comes to you because of referrals from your customers or your network?

Interestingly, some salespeople wait for their customers to give them referrals. It's like waiting for your friends to suggest a good restaurant instead of proactively asking your friends for restaurant recommendations. Start today to make it part of your follow-up process with current customers to ask them for the name of at least one contact or company that may appreciate you as a resource.

Referrals happen when you provide a superior customer experience. Networking is all about developing as many relationships as possible. To refine your networking and referral process even more, find ways to develop relationships with people who are in a position of influence.

What would happen to your business if you could expand your pipeline by 50%?

Now is the time to start dreaming big, because the more you visualize what business growth could mean for your company and you personally, the more motivated you will become. Start getting specific. Start listing ways that increased profit will benefit your company and you. Then let this motivation carry you to the next step – expanding your list of potential prospects.

What's the best new idea you've come up with in the past year for your business or sales process?

Write down one idea you developed and the positive impact it had once you implemented it. Then start coming up with more ideas to refine your sales process. You may wonder what this has to do with prospecting. The more you can see that ideas – big and small – significantly improve your sales process, the more momentum you gain in wanting to improve and wanting to prospect.

Creating Confidence in Others

Sales is all about conveying a sense of confidence in others. Prospects become customers when they believe in the product, service and/or salesperson. Without a level of confidence, there is no sale.

Prospecting can be hard, but the payoff is worth it. Grow your pipeline with the same focus as a committed athlete trains. In the end, the "gold" is worth it.

Mark Hunter, "The Sales Hunter," is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com. You can also follow him on www.Twitter.com (TheSalesHunter), on www.LinkedIn.com (Mark Hunter), and on his Facebook Fan Page, www.facebook.com/TheSalesHunter.

Web Site: The Sales Hunter



Want to review or comment on this article?
Click here to login!


Need a FREE Reader Membership?
Click here for your Membership!



How to Get on the News Without Committing Murder by Beverly Mahone

This book is for people looking to gain greater visibility and exposure for their works. How to re-do, re-new, re-create and re-invent are among the tips offered in the newly relea..  
Featured BookAds by Silver
Gold and Platinum Members


The Frugal Book Promoter: Second Edition by Carolyn HowardJohnson

Bestselling, multi award-winning and Dan Poynter recommended book, The Frugal Book Promoter, is available as paperback (www.budurl.com/FrugalBkPromo) or e-book (www.budurl.com/Frug..  
Featured BookAds by Silver
Gold and Platinum Members

Authors alphabetically: A B C D E F G H I J K L M N O P Q R S T U V W X Y Z

Featured Authors | New to AuthorsDen? | Add AuthorsDen to your Site
Share AD with your friends | Need Help? | About us


Problem with this page?   Report it to AuthorsDen
AuthorsDen, Inc. All rights reserved.