Mark Hunter on The Sales Mindset | Mind Training for Salespeople and Sales Leaders

Mark Hunter on The Sales Mindset

Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of three best-selling books, “High-Profit Prospecting” and “High-Profit Selling” and his newest “A Mind for Sales” on its first day or release zoomed to #1 bestseller status on Amazon.

His sales strategies are used each day by thousands of salespeople from Fortune 100 firms to small start-ups. Regardless of the company his strategies work.

Mark has spoken on 5 continents and travels more than 200 days per year working with people helping to show them how to find and retain better prospects.  Mark doesn’t view sales as a job, he views it as a lifestyle.  He believes when you live sales in this way you have the ability to create deep relationships that impact others.  His mission is to help others see sales in this manner to allow them to increase their influence and impact.  He’s known for his engaging style that empowers sales teams and audiences as a result he’s been fortunate to have shared the stage with people such as Arianna Huffington, Seth Godin, Tony Robbins, and Magic Johnson.

To learn more about Mark visit his website:  TheSalesHunter.com and you can also hear Mark each week on his podcast Sales Logic which he co-hosts with Meridith Elliott Powell.

Contact Mark:

[Podcast Transcript Using Artificial Intelligence]

Umar Hameed 0:06
Are you ready to become awesomer? Hello everyone. This is Umar Hameed, your host and welcome to the no limit selling Podcast, where industry leaders share their tips, strategies and advice on how to make you better, stronger, faster. Get ready for another episode.

Umar Hameed 0:35
Hello everyone. Today I have the privilege of having Mark Hunter here with me today and I got to see him on stage at Sales. 3.0, it was before the pandemic started. Mark is the author of three books and the best one I hear is “A Mind for Sales”, Mark, welcome to the program.

Mark Hunter 0:51
Thank you for having me on. Wow, on onstage It seems so long ago.

Umar Hameed 0:56
Isn’t it you?

Mark Hunter 0:57
far, far away.

Umar Hameed 0:58
What was hilarious was there was one of the speakers on the first day because you know, the Coronavirus was here and there was all kinds of like uncertainty and panic. And one of the speakers came on stage, I don’t remember who. And he said, you know, before I start the presentation, I just want to honor my mentor, he’s in the audience, please stand up and this guy stands up. And he says, I have a gift for you. And his lovely assistant brings this gift that’s kind of in this velvet bag and the guy gets it unravels it. And it’s a can of Corona beer. And it’s nine in the morning and the guy pops it open and takes a big swig. And it was almost a sigh of relief in the entire audience, like this is the elephant in the room. And this guy addressed it head on. And so it’s all about mindset and putting people at ease.

Mark Hunter 1:39
It really is, especially right now with everything going on. There’s so much noise out there so many distractions. It’s incredible.

Umar Hameed 1:46
Yeah, one of the things that I wouldn’t want to be is a secret service agent, because through your entire career, you’ll never get to save the president because no one’s trying to kill them. But you have to be vigilant as if the next moment it will be. And the reason I bring it up is with this pandemic, you know, the first three weeks of it, you know, hey, we’re vigilant. And we’re not sure if sales is going to happen any more than we got kind of used to it. But now we’re so far into it, it’s hard to stay focused at the job at hand, because it’s been so long.

Mark Hunter 2:14
It really is hard to stay focused. It almost feels like Groundhog Day. And on one hand Cheeta creates a repetition. But on the other hand, it creates a big giant distraction, because of everything out there.

Umar Hameed 2:26
So people are buying people are making sales, not everybody, but people are. And Mark, one of the things I wanted to help our listeners out with is okay, let’s just take a deep breath in, let’s reset the fundamentals in this new world that we’re in that how can we get more conversations with our prospects? And if we could do that, it just make the world a better place. So like one of my clients this morning, he’s a headhunter, and he does placements. This is all his staff are feeling great, because they’ve got more conversations happening, then I’m making as many sales as they want. But just that alone is changed their mindset. So help people get more conversations, Mark?

Mark Hunter 3:02
Well, what you just opened up was Pandora’s box, because really, sales, sales and business is about conversations. It’s a societal interaction.

Umar Hameed 3:12
Yes.

Mark Hunter 3:13
And we can talk about all the SAS tools, and we can talk about all the ways to automate things and, and digitize, and so but it’s still it’s still people to people, and the ability for the salesperson because I think right now, you know, we have an ability to create conversations that we never had before. Because it is a changed environment out there. And one of the things that I continuously tell people is, don’t think your goal is to keep that conversation online or keep that connection online. Your goal is take that online connection and create the offline conversation, the physical, the absolute front, when we get done here, I’ve got three phone calls, I intend to make two to two prospects and one to an existing client. And very much so because I want to have that interaction want to have that level of engagement. The telephone is really the the foundation from which all sales and business occurs because it’s the conversation medium. Now we can argue zoom, we can argue teams, we can have all these other tools. But what is it still it’s still about human interaction?

Umar Hameed 4:23
Absolutely.

Mark Hunter 4:23
That’s what that’s what it’s all about right now, human interaction.

Umar Hameed 4:26
So like a million years ago, it was somebody like one of the rockstars in sales had done this quote, and the quote was something like “the phone call is the best deal in America because it used to cost a dime. And now phone calls are free. It’s even a better deal”.

Mark Hunter 4:40
It’s a better deal. And yet so many salespeople, they look at their smartphone, and they don’t even realize it’s a telephone. It is a telephone.

Umar Hameed 4:49
Yes.

Mark Hunter 4:49
And one of the things that and I think one of the reasons is is because people said I don’t want to be bugged and nobody answers the phone. So I go “Hold it just a moment though, just moment. Do you think everybody’s reading all your emails? Do you think somebody who’s reading all your social media posts, your mother isn’t even doing that, so get over it”. So I look at it, I can have one phone call with somebody, and exchange as much information as I will through five or six emails. And oh, it’s in my interest to have a phone call.

Umar Hameed 5:20
One of my clients I was there, I kind of give them training sessions where we talk about mindset. And just before we started, the owner of the team went to one of the chief salespeople, it says, were you able to close this deal? And the guy says, Oh, yeah, we close that deal. It says, Well, how many texts did you have to send to kind of get that phone call? And he goes, 21, and the boss goes, this was interesting goes 21. Like, how did you react? And the notion was, the presupposition in that question was, the guy was super annoyed. And the salesperson answered, he ignored all of them, except when he was ready to move forward. And he was like, I’m so glad you reached out. And it was he’d forgotten all the other 20 it’s nobody remembers.

Mark Hunter 5:58
See, this is the whole thing. He we have an I firmly believe, and this is where boy, this just rubs some people the wrong way. If I have the ability to help someone, is my obligation to reach out to them, I, I owe it to them, if I don’t reach out to them, I’m actually doing them a disservice. And, and that’s what prospecting is all about. I owe it to you, if I know I can help you to reach out to you.

Umar Hameed 6:21
You know, what’s interesting with that statement you just made is you can take someone that’s, you know, pretty strong willed person and say, can you help me buy a car, I’m going to the car dealership today, and they’re going to be like, biess, in that negotiations, they’re going to get me the best deal frickin possible, and I’m gonna be so thankful. But when they go out to get their own car, they’re going to be wimps.

Mark Hunter 6:41
Spot on spot on, because for some reason, we change this behavior. And like these two prospects that I’m gonna call, they don’t know, I’m going to call, they…

Umar Hameed 6:51
Right.

Mark Hunter 6:51
…don’t know. But I really had this feeling I know, I know, I can help them now. Is this initial call going to be successful? I have no idea that I really, I have a 5050 chance they can either answer the phone, or they don’t answer the phone.

Umar Hameed 7:05
It’s cost. Yeah.

Mark Hunter 7:07
it’s fine. I don’t care. I don’t care. And I’m going to keep coming back to these I’m going to keep coming back. Because I know I can make a difference with it.

Umar Hameed 7:13
What I like about your mindset is that if salespeople dear listeners, as you’re listening to this, you may not make the phone call for yourself. But if you consider it, it’s your duty to help that person is just like going to negotiate for a friend, then all of a sudden, it gives you permission to be bolder, because who were you not to help them?

Mark Hunter 7:30
Yeah. And this is one of the pieces that people get upset me. Well, Mark, what if they get upset at me? What if they get mad at me? Now hold on just one of the things that I always contend is that you don’t know what’s going on in that person’s mind or what that person’s life just before you call, they may be having the absolute worst day imaginable?

Umar Hameed 7:49
Yes.

Mark Hunter 7:50
And you happen to call and they just happen to take it out on you. This is this is the equivalent of driving through an intersection, you’re driving through an intersection, you have the green light, and a car coming from the cross street runs the red light in his shoe,

Umar Hameed 8:05
Right.

Mark Hunter 8:06
It just, it’s just, it’s just one of…

Umar Hameed 8:09
those things. Yeah!

Mark Hunter 8:10
Relax, relax, there’s no need to get panic. It’s just It’s okay. And we have to realize that when I when I don’t have an interaction with you, it’s okay. It’s okay. But have I earned the right the privilege, honor and respect to be able to converse with you again? Yeah, now you may have you Oh, but wow, they chewed me out. They rip me up and down. Okay. I get it. But you know what, I’m still here. And if I believe I can help you, and I seriously believe I can help you. Then I’m gonna try reaching back out to you. I’ll just use a different medium. I’ll try something else. But I don’t let an obstacle. People don’t know what they don’t know. Until they know what they don’t know.

Umar Hameed 8:56
Yeah!

Mark Hunter 8:56
That’s what sales is helping people know what they don’t know.

Umar Hameed 8:59
And what’s kind of interesting is that interaction with that customer who is being a dick is really emotionally relevant to us. But to them, you’re inconsequential. They forgotten that you could call them back the next day. And they’re like, “Oh, Mark, Hey, how are you?”

Mark Hunter 9:13
They don’t remember at all. But the problem and this is where it is, don’t allow those situations to negatively impact your day. This is where I see, you know, every call I make stands on its own every call that the call I’m about to make, that person will have zero clue as to what I did just before.

Umar Hameed 9:32
So my latest project is a web app called mindset boosters, and it uses applied neuroscience and NLP that’s designed to help you let go of that last call or get you’re not feeling the magic. You get into your best sales mode or you’ve lost a really big deal and sort of being bummed out for a week in eight minutes. You’re like over it just to address that. But making the call. So what’s your philosophy on if you were making a call to me that opening 30 seconds? What does that sound like Mark?

Mark Hunter 10:00
Well, the the opening call, first of all, I’m going to probably take a minute or two, and it’s only gonna take a minute or two to get some research on you. For instance, I was out before we contacted before we touch base here 15 minutes ago, I was out on your website, I saw a little bit of some of the other people you’ve had on your show. And, and that is absolutely terrific. And so I might pick up the phone, I might start the conversation is, “hey, you’ve had some great guests. In fact, a couple of my happen no, Kendra, you had you had her on your show recess? And tell us a little bit about, you know, I didn’t get a chance to listen to it. But I’d love to hear what were some of the insights that she shared?” You know, I’m going to I’m going to hit you with a question or a comment, something that is of interest to you. This is what’s so key. This is not that initial call is not show and tell. That is something you did in grade school. That’s something that’s not something we do in sales. And also don’t think for a moment that as you pick up the phone, you call somebody they’re talking to you, you know what, they’re probably googling you, right? literally and…

Umar Hameed 11:03
Absolutely.

Mark Hunter 11:04
So don’t waste your breath. Don’t waste your time, telling them how wonderful you are, engage them. The faster you engage them, the more likely you are to have a conversation with.

Umar Hameed 11:14
So tell me about someone in the last couple of days that you’ve reached out to that was a new cold call and the research you did and what that opening call centers because the reason I can I’m belaboring this point is the heaviest thing in the world is this thing this phone I’m holding in my hand?

Mark Hunter 11:29
Yeah.

Umar Hameed 11:30
And the worst 30 seconds of their life says the first 30 seconds of that conversation if they can get over that. It’s a pizza cake.

Mark Hunter 11:36
Yeah, here’s the easiest way to you go out and you say okay, this is the person I’m going to call this is the business they happen to be in. This is the industry. And I go when I go out, and I very quickly look at their website. But you know what? Funny, you’re looking at their website probably far more frequently than they’re looking at their own. Yes, people don’t look at their own website anyway. Or I may go out to their LinkedIn profile, but I’m going to go out and I’m just going to Google their industry, see what news is out there. See what’s happening in their industry. And I’m going to be able to trigger some comments, some conversation that I’m going to be able to pick up there is a company that I call the other day, and they work in the office, interior supply business. Whoa! you talk about an industry that’s been ravaged. But there was a very interesting article about really what the predictions are for the end of 2021. And I called up a prospect, this was a cold call. And I said, “Hey, I wanted to reach out to you because I just saw an article online, that really painted a pretty promising outlook for the industry in the second half of 2021”.

Umar Hameed 12:36
And they said really?

Mark Hunter 12:38
That’s all I did. Yes, exactly. And because what’s going to happen is, as as we get through this COVID, there’s gonna be a lot of reconfiguring of offices, there’s gonna be a lot of reconfiguring of office space, that’s going to create opportunities. See, so you know, I, I not in their industry, I don’t know their industry.

Umar Hameed 12:55
I can’t get an insight.

Mark Hunter 12:57
But I helped you get in and, and this person immediately thought I was part of the industry. I’m not part of the industry. I just I, it took me all of about nice 90 seconds to do this.

Umar Hameed 13:09
Dear listeners, please, for the love of God, do what Mark said, but do not use it as an excuse and spend half an hour researching a company because people tend to do that because it’s easier than picking up the phone.

Mark Hunter 13:21
That That is so true that this is what what happens is we over-analyze, and that’s why I say it never takes more than 60 seconds, 90 seconds at the absolute most. That’s it. That’s it. That’s it. That’s it. In fact.

Umar Hameed 13:32
Put a timer on! put a timer. Just go, Hey, I got 90 seconds to figure out. Whatever I find, I’m going to go with,

Mark Hunter 13:40
Yeah, and chances are you probably sell in the same vertical. So guess what, you already know something and boom, you just lead off with that. You just go You don’t really have to do much research at all. Don’t we want this is where I jump on people because they say oh, I set a prospecting time. No, hold, hold, hold. Hold it. Hold it. Your prospecting time is your engagement time. You have prospecting preparation time. That’s when you’re doing it. Because what I find too many times is people will spend all their prospecting time getting ready to prospect, but never actually making a phone call.

Umar Hameed 14:13
Yeah.

Mark Hunter 14:14
Drives me nuts.

Umar Hameed 14:15
So the title of this episode is going to be Mark Hunter on it’s all about engagement time.

Mark Hunter 14:20
Yeah, yeah, it really is. It really is it’s in because I I look at it this way. And I talk about my book of mine for sale CFT customer facing time, right? You want to really be measuring how much time you spend in customer facing. And that’s either actively engaged with a customer on the phone, zoom teams, text messaging, email something but you have to measure it then you break down your CFT even further because then there’s existing customers and there’s new customers because here’s what I find. Anytime Oh, I spend all day with with all day with customers. Yeah, but it’s those same three accounts that you’ve had for years.

Umar Hameed 14:55
Right.

Mark Hunter 14:56
Get over it. You’re not bringing new so I look at it Who are the new customers the process aspects. That’s the CFT, I’m really dialed in on.

Umar Hameed 15:02
If you go into a, let’s say a sales organization, they’ve got five salespeople probably don’t have a lot of good processes in place. Like they’re making money, they’re profitable. But there’s so much money left on the table, walk me through how you can help them become warriors and actually get a consistent growth in their numbers.

Mark Hunter 15:22
Wow, that sounds like a phone call I had about two hours ago.

Umar Hameed 15:25
Nice.

Mark Hunter 15:25
with the…Yeah, I mean, I mean, seriously, this is their, their business is good. But they know they’re not extracting all of the revenue that the good. Because the challenge that I I’m coming back to the sales team is, what you’re doing is you’re playing customer service, you’re playing customer service, you’re responding to the needs of the customer, and you think you’re selling No, you’re not you’re playing customer service. Selling is about creating incremental opportunities for you and the client.

Umar Hameed 15:25
Right.

Mark Hunter 15:33
Because you’re not you’re not asking difficult questions. In fact, I just did a video on this the other day, that you need to be asking questions that the customer can’t answer, and you can’t answer. Whoa, that’s scary. Oh, yeah. Only a confident salesperson would do that. But what does that do that creates a conversation that creates a conversation. And that’s how you begin to uncover what are those next level of needs. I was on the phone yesterday with with a company that I did a little bit of work for, this was about a month ago. And as I was talking with the VP of sales, he shared with me some insights. Okay, it’s great, it’s great, great. And I’m already moon, you know what I’m taking those insights, I’m going to do a little bit more research, I’ve got some things I’m going to share with him. But I’m gonna, I’m gonna arrange a follow up, call with him next week, and say, nice, following up on on what you shared with me, it sparked some ideas, I’ve got some things for you, boom, I’ll get them in. Because the only good sales one that leads to the next sale, you have to remember that you gotta keep that in mind, the only good sales one that leads to the next sale. And whether that comes from the existing customer, because you’re getting incremental business, or they refer you or something, but, but that’s the mark of a successful salesperson.

Umar Hameed 17:09
Brilliant. It’s all about focus, one of the things that you were mentioning, so I think the three most important words that are out there. One is to be relevant to your audience. And what you’re talking about is be relevant to that phone call, and asking questions that both of you can answer that starts the conversation, you’re being highly relevant to those folks, because they already know the answers whether they got the right answers or not, doesn’t make a difference. But if you help them get the questions that need answering, that’s huge. Second one is integrity. How can you stay true to who you are? And the third one is focus. Once you’ve got this, how do you stay focused on what you’re doing and not get distracted? Thoughts?

Mark Hunter 17:43
Dropped, dropped the mic on those because you just you just nailed it. It is it is that that that’s without a doubt. If you do those three things, right. Hmm. And let’s run with integrity for a second because everybody says, Oh, I have integrity. Liar. Liar, liar. If you have to run around and tell people that you have integrity…

Umar Hameed 18:01
Anybody that says I have integrity run!

Mark Hunter 18:03
Right, right. Right. Right. That means they don’t so yeah, yeah. Uh, because you know, what’s interesting is you attract customers and clients.

Umar Hameed 18:12
Mm hmm.

Mark Hunter 18:12
Like you. When when I hear salespeople say, I got bad customers. Mm hmm. You know what, it’s, that smells about you, too. That’s a little bit painful for people to understand. But sleazy customers are attracted to sleazy sales people. It’s just, it just kind of goes together.

Umar Hameed 18:35
In my integrity, like what I mean, from my point of view is, so for me, my highest value is learning really cool stuff. So if I’m doing a gig, and I’m not learning anything, then I’m not being an integrity, like do it for the paycheck. But that’s not being who I want to be helping people. And the way I know I’m helping people is that they reach out to me and say, Oh, my God, this change what we’re doing. And that’s how I know. So those kinds of like, Who are you what drives you? And because a lot of times you can be follow the money and end up coming out of integrity, and it doesn’t help anybody?

Mark Hunter 19:07
Oh, yeah. And that I’ll tell you what, see the measurement of sales? Is not the revenue or sales you create. The measurement of sales is the impact you make on other people. That’s that’s the measurement of sales. Yeah. And I got in trouble in my first two job fact, my first two sales jobs I was fired from, because I was focused on the ladder. Only I was only focused on the money I was making that was it. I would view in the customers if they were bowling pins. My objective was to knock them down as rapidly as possible, get their money and move on to the next one. And it wasn’t till I began to realize that no, you got to focus on the impact you’re making on the customer. That’s the measurement of sales.

Umar Hameed 19:52
Yeah, that’s huge. Taking a lot of notes on the side error as we’re talking because all of the things that you’ve said like the only good thing sale is one that leads to the next sale. Like we could change the topic of sales and a philosopher like Socrates or somebody would have said something like that, because the human condition has not changed.

Mark Hunter 20:10
It has not changed, it has not changed that this is this is these are foundational elements and every generation that comes along and sales thinks they want to re rewrite sales, reworked sales, and I totally get that, I totally understand it. But the foundations of human interaction human behavior have not changed in a 1000 years. It’s neat satisfaction.

Umar Hameed 20:36
Yeah. So I can actually put up a really good front, and Mark would probably like me a lot for a little while. But pretty soon, you’re gonna go, Wait a minute, this seems to be a disconnect here. So being who you are authentic, connecting with the person in that way, is like a fundamental human connection. And when you get one of those, you get to be more honest with the person that you’re helping, that sometimes if that relationship isn’t there, you can’t really speak the truth, and more importantly, they can’t back to you. So it’s just that fundamental underpinning of being a good human being makes you a great salesperson.

Mark Hunter 21:07
That word authenticity is more important than ever, right now, because we live in a media, social media-driven world. And there’s nothing about you that people can’t find out. There’s nothing.

Umar Hameed 21:20
Absolutely!

Mark Hunter 21:21
I mean, believe me, fake fitness, gets smelled out pretty quickly. And in this COVID, pandemic, economic, all the turmoil that we’ve had over the past year, world that we’re in authenticity and values, is really taking a higher and higher position. Right, in how and why people choose to do business with who they choose to do business with.

Umar Hameed 21:50
We started off the conversation about me seeing you on stage. And I think what I really appreciated was you were up there, and you know, how sometimes you can get ideas is like, Look, I’ve got a brilliant idea, let me share it with you. But you were just like up there just saying, hey, having a conversation with everybody in the audience with and that’s authenticity in terms of, hey, I want to share some ideas with you.

Mark Hunter 22:09
You know, it’s any conversation regardless, is one on one. That’s what that’s what we’re having right now. We’re having a one on one conversation, and people are listening to it. And we can never forget, in every form of communication, it is a message of one, it is a message. And that message for I had a I had a grandmother, who was notorious at writing letters to each of her grandkids.

Umar Hameed 22:42
Nice.

Mark Hunter 22:43
And, you know, as a little kid, you never appreciated that you never really, but looking back on it, I go, Wow, that really was amazing.

Umar Hameed 22:53
Definitely!

Mark Hunter 22:54
That she would take the time to write this message. And I’ll venture to say that if the grandkids all got together, and compared compared to letters, they probably have pretty much the same theme written all the way through it. Now grammar was pretty smart. She knew that we would, you couldn’t she couldn’t write the same thing. Right. But the theme and the concept echoed…

Umar Hameed 23:15
Nice.

Mark Hunter 23:16
…all the way through.

Umar Hameed 23:17
So we were talking about connecting to his one on one. So I do a lot of keynote speeches. And one of the biggest lessons I ever learned was I was at the National Speakers Association. They had a couple 100 people in the audience. And this guy called max Dixon came up and he says, Can I have a volunteer please. And I went Pick me Pick me. And I went up on stage and said, dumar, you’ve got your keynote, give two minutes of your keynote to the audience. And I give my two minutes of my keynotes. And he asked the audience, how was that presentation and they go, Hey, Omar is pretty good guy, that was a great presentation, they take me aside and he whispers in my ear. He goes, I want you to do another two minutes of your keynote. And this time, I want you to pick somebody on the right side of the audience and talk to Mark Hunter only ignore everybody else, and then pick Gerhard on the other side of the audience and just talk to him ignore everyone else. I think this is a really dumb idea. But I come up and I talked to person on the right side of the audience. And then I talked to somebody on the left side of the audience. Then he asked the audience, how was that? And everyone’s like, “oh my god”, that was so much better. That was so much richer. And I think what was going on was when I was talking to everybody, I was talking to no one.

Mark Hunter 24:19
Yes.

Umar Hameed 24:19
When I looked at Mark hunter in the audience, and I did a one on one, I connected with everybody in the audience on that same one on one because it was more heartfelt. And so ultimately, it’s one on one always no matter how many people you talk to.

Mark Hunter 24:32
It is Max is a great guy. I haven’t seen Max Max in a number of years, but he does an amazing job. But you know, what’s very interesting is what he brings out. Is this whole thing that people want to feel connected.

Umar Hameed 24:47
Oh, yeah!

Mark Hunter 24:48
Don’t feel you’re talking at me. Make it feel as if you’re talking with me. And I didn’t even say to me, I said with me.

Umar Hameed 24:56
Yeah!

Mark Hunter 24:57
…because that way I can participate. I feel like I’m protected. Zig Ziglar was a master that Zig, you know, he could be in front of first time I heard Zig I was in a room about 20,000 people. And it was amazing. He had a signature move, that he would get down on one knee, he would always get

Umar Hameed 25:14
Oh yeah!

Mark Hunter 25:16
…and you felt when he was down on one knee that you were the only person in the room.

Umar Hameed 25:22
So Mark…

Mark Hunter 25:23
if the magic of communicate…

Umar Hameed 25:25
That is magic! So I hate exercising. So I’m on this kick, my exercise bike is in front of the TV, and I watched documentaries, and I’ll send you a link, there was a documentary on Zig Ziglar. And it was his early videos of him, people talking about him, like what he created kind of helped create our profession, and just breathtaking because it was all about how do I connect with each and every person in the audience and make a difference in their lives. And that’s my duty. And it comes back to your point of when you’re reaching out to people, you see it as your duty, it changes the way you show up and the way you’re received.

Mark Hunter 25:58
It changes everything because now I think what you do is you sense ownership….

Umar Hameed 26:04
Yes.

Mark Hunter 26:04
..you you sense a commitment to that individual. And as a result, you’re in the moment you are living in the moment at that time.

Umar Hameed 26:16
Mark, this has been as hard to believe as 28 minutes have flown by, before we part company, if there was three pieces of advice you could give him for our listeners that would help them get more sales in this climate.

Mark Hunter 26:28
Sure. here’s, here’s one, two and three. Number one, realize that your goal is to impact people in a positive manner. When you do that, you too you earn the right the privilege, honor and respect to be able to come back and meet with that person again, three, if you have the ability to help someone, it is your obligation to reach out to them sales is not about delivering what customer wants. Sales is about delivering what customers need, even though they may not need it. And they may not think they need it right now.

Umar Hameed 27:00
Right? So you went from one to three, what was number two?

Mark Hunter 27:02
I have no idea. But don’t ask me to repeat that again. How’s that sound?

Umar Hameed 27:05
That was brilliant. I love that. Normally what I do is I always go I’m gonna I’m gonna give you three things. I know the first two but I don’t know the third. But there, it’ll come up. So I’m gonna give you number two what Mark was thinking? I think it goes back to very much that your authenticity informs your intent. And people can pick up intent in the conversation biologically at that reptile brain level. And if you have the right authenticity, you have the right intent, and you help more people in life Mark, thank you so much for sharing your wisdom and your mastery of the craft. Thank you so much.

Mark Hunter 27:39
Thank you great selling!

Umar Hameed 27:45
If you enjoyed this episode, please go to iTunes and leave a five star rating. And if you’re looking for more tools, go to my website at no limit selling calm. I’ve got a free mind training course there that’s going to teach you some insights from the world of neuro linguistic programming and that is the fastest way to get better results.

About the Author Umar Hameed

I am a performance coach who uses Applied Neuroscience to help individuals and teams break through their barriers so they become awesomer! Take a look at my Motivational Speaker Kit

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