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The 7 Skills of Master Sales Hunters:
How to Consistently Outperform Your Competition
Most sales reps are MEDIOCRE.
FACT
Others know what it takes to get a leg up, and
consistently OUTPERFORM THE CROWD.
According to our research & experience, the MOST SUCCESSFUL
SALES HUNTERS consistently master 7 SKILLS. Can you name them?
POP QUIZ:
Which of these best describes a
master sales hunter?
CREATIVE
ASSERTIVE DECISIVE
COMPETITIVE
Be Assertive
SKILL No. 1
THE ASSERTIVE SALES HUNTER
I’m ASSERTIVE.
● I give HONEST ADVICE to my prospects
about how to solve problems.
● I DON’T CO...
THE ASSERTIVENESS “SWEET SPOT”
Too UnpredictableToo Risk-Averse
Don’t Care Enough Too Competitive
Too Sociable Too Aggress...
KEY TIPS
To earn trust, you must be honest
Competitiveness can cloud your judgment
Aim to be respected, rather than liked
POP QUIZ:
Which of these best describes a
master sales hunter?
SAVVY QUESTIONER
PROSPECT PAIN
DISCOVERER
COOL HEADED
NEGOT...
Discover Your Prospect’s Pain
SKILL No. 2
THE PAIN DISCOVERER
I DISCOVER MY PROSPECT’S PAIN.
● I understand my prospect needs a
REASON TO BUY.
● When I help IDENTIF...
FIND THE PAIN: 5 QUESTIONS
“If changing your
approach isn’t a top
priority right now,
what are YOUR
TOP PRIORITIES?”
“Are ...
KEY TIPS
The more the pain is felt, the greater the motivation is to act
Pain vs. problem = only one requires immediate ac...
POP QUIZ:
Which of these best describes a
master sales hunter?
KNOWS PRODUCT
INSIDE & OUT
BUILDS STRONG
RELATIONSHIPS
FOCU...
Cold Call Consistently
SKILL No. 3
THE COLD CALLER
I COLD CALL CONSISTENTLY.
● I’m not going to WAIT FOR MY PROSPECT
to find me.
● I know that COLD CALLING W...
COLD CALLING STATS
...of successful
connections require 6-12
“touches” (more cold calls
= more touches =
successful connec...
KEY TIPS
Don’t waste time with too much pre-call research
Call groups of similar companies for better speed / focus
Learn ...
POP QUIZ:
Which of these best describes a
master sales hunter?
EXHIBITS EMPATHY
PLANS THE
SALES PROCESS
CONTRIBUTES TO
THE...
Plan Your Process
SKILL No. 4
THE PLANNER
I PLAN MY SALES PROCESS.
● The outcome is up to my prospect—but
the PROCESS IS WITHIN MY CONTROL.
● A strong p...
A STRONG SALES PROCESS: 4 KEY ELEMENTS
Goals & Priorities
How do you connect with
prospects? Generate
leads? Land clients?...
KEY TIPS
Trust your process; don’t push a solution that doesn’t fit
Reinforce your process with regular sales meetings
Mea...
POP QUIZ:
A master sales hunter is most
likely to say...
“I have boundless
energy and stamina.”
“I’m proud to serve my
cli...
Be “Professional”
SKILL No. 5
THE SALES PRO
Sales is my CAREER IDENTITY.
● I DISPUTE THE PERCEPTION that sales reps
are untrustworthy!
● Just like a doc...
KEY TIPS
Job vs. profession: know the difference
Define your service: what do you provide your clients?
Hold yourself to h...
POP QUIZ:
A master sales hunter is most
likely to...
BE LIKEABLE & SOCIABLE
LISTEN THOUGHTFULLY INVEST IN TRAINING
REMAIN ...
Invest in Training
SKILL No. 6
THE PROFESSOR
I believe and INVEST IN TRAINING.
● I know the difference between a SALE and a
LOST OPPORTUNITY is often ver...
SUCCESSFUL BUSINESSESAVERAGE BUSINESSES
...invest just 3% of gross sales in
training.
...reinvest almost 10% of gross sale...
KEY TIPS
Use training to learn effective tactics...
...and to create a consistent approach to biz-dev.
Consistency = longe...
POP QUIZ:
Which of these best describes a
master sales hunter?
CONSISTENT ROLE PLAYER
STUDENT OF
PSYCHOLOGY
BIG PICTURE TH...
Role Play Consistently
SKILL No. 7
THE ROLE PLAYER
I ROLE PLAY CONSISTENTLY.
● Like an athlete, I know I’ll perform better if I
PRACTICE MY CRAFT.
● The more...
Use the 5-SCENE PRACTICE METHOD to
sharpen your most critical skills:
Get Past the
Gatekeeper
Overcome
Resistance
Answer T...
KEY TIPS
Make your role play challenging
Engage managers and sales reps
Afterward, offer mostly positive feedback
INSIDERS
© Business Wise Inc. 2017
CHARLOTTE
2101 Rexford Rd.
Suite 132E
Charlotte, NC 28211
T. 704.554.4112
ATLANTA
6190 Powers Fe...
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The 7 Skills of Master Sales Hunters

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Most sales reps are mediocre. Others know what it takes to get a leg up, and consistently outperform the crowd.

Which category do you fall into?

Discover the skills that can make you an elite sales hunter in this presentation from Business Wise Insiders, your local networking and biz-dev ideas group in Atlanta, Charlotte, and Dallas-Fort Worth.

Published in: Sales
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The 7 Skills of Master Sales Hunters

  1. 1. The 7 Skills of Master Sales Hunters: How to Consistently Outperform Your Competition
  2. 2. Most sales reps are MEDIOCRE. FACT Others know what it takes to get a leg up, and consistently OUTPERFORM THE CROWD.
  3. 3. According to our research & experience, the MOST SUCCESSFUL SALES HUNTERS consistently master 7 SKILLS. Can you name them?
  4. 4. POP QUIZ: Which of these best describes a master sales hunter? CREATIVE ASSERTIVE DECISIVE COMPETITIVE
  5. 5. Be Assertive SKILL No. 1
  6. 6. THE ASSERTIVE SALES HUNTER I’m ASSERTIVE. ● I give HONEST ADVICE to my prospects about how to solve problems. ● I DON’T CODDLE or aggressively “sell” them. ● I’m willing to step outside my comfort zone to SERVE MY PROSPECT’S INTERESTS rather than my own.
  7. 7. THE ASSERTIVENESS “SWEET SPOT” Too UnpredictableToo Risk-Averse Don’t Care Enough Too Competitive Too Sociable Too AggressiveASSERTIVE ASSERTIVE ASSERTIVE
  8. 8. KEY TIPS To earn trust, you must be honest Competitiveness can cloud your judgment Aim to be respected, rather than liked
  9. 9. POP QUIZ: Which of these best describes a master sales hunter? SAVVY QUESTIONER PROSPECT PAIN DISCOVERER COOL HEADED NEGOTIATOR RELIABLE PROBLEM SOLVER
  10. 10. Discover Your Prospect’s Pain SKILL No. 2
  11. 11. THE PAIN DISCOVERER I DISCOVER MY PROSPECT’S PAIN. ● I understand my prospect needs a REASON TO BUY. ● When I help IDENTIFY and QUANTIFY my prospect’s pain… ● ...my prospect is more likely to act—to SPEND MONEY to address that pain.
  12. 12. FIND THE PAIN: 5 QUESTIONS “If changing your approach isn’t a top priority right now, what are YOUR TOP PRIORITIES?” “Are there things about your process YOU WISH WERE BETTER?” “Can you share some of the details of what you’re doing so I can understand WHAT’S WORKING SO WELL?” “Are you ever concerned about {COMMON PROBLEM}?” “On a SCALE OF 1-10, how would you rate how things are going right now?” WHEN EVERYTHING SEEMS FINE ON THE SURFACE... ...QUESTIONS CAN HELP YOU UNCOVER UNRESOLVED PAIN AND UNMET PRIORITIES
  13. 13. KEY TIPS The more the pain is felt, the greater the motivation is to act Pain vs. problem = only one requires immediate action Lack of budget can mean more potential pain
  14. 14. POP QUIZ: Which of these best describes a master sales hunter? KNOWS PRODUCT INSIDE & OUT BUILDS STRONG RELATIONSHIPS FOCUSES ON RESULTS COLD CALLS CONSISTENTLY
  15. 15. Cold Call Consistently SKILL No. 3
  16. 16. THE COLD CALLER I COLD CALL CONSISTENTLY. ● I’m not going to WAIT FOR MY PROSPECT to find me. ● I know that COLD CALLING WORKS, when done consistently and effectively. ● I use strategies to MAXIMIZE EFFICIENCY, so I don’t waste my or my prospect’s time.
  17. 17. COLD CALLING STATS ...of successful connections require 6-12 “touches” (more cold calls = more touches = successful connections). ...of appointments that lead to sales are made on the first contact, while... ...of sales reps quit after the first “no” (sales reps who cold call persistently have a leg up on half of the competition). ..are made on the fifth through twelfth contact (a well-placed cold call can dramatically increase your success rate). 78% 2% 80% 44%
  18. 18. KEY TIPS Don’t waste time with too much pre-call research Call groups of similar companies for better speed / focus Learn to recognize a firm “no,” then move on
  19. 19. POP QUIZ: Which of these best describes a master sales hunter? EXHIBITS EMPATHY PLANS THE SALES PROCESS CONTRIBUTES TO THE TEAM DEFTLY MANAGES CONFLICTS
  20. 20. Plan Your Process SKILL No. 4
  21. 21. THE PLANNER I PLAN MY SALES PROCESS. ● The outcome is up to my prospect—but the PROCESS IS WITHIN MY CONTROL. ● A strong process is WIN-WIN for both my prospect and me. ● If I focus on delivering VALUE, I’ll earn trust, respect, and MORE SALES.
  22. 22. A STRONG SALES PROCESS: 4 KEY ELEMENTS Goals & Priorities How do you connect with prospects? Generate leads? Land clients? Technology What tools do you use? Communication Does your team understand each other? Social Structure Who does what? Does everyone feel valued?
  23. 23. KEY TIPS Trust your process; don’t push a solution that doesn’t fit Reinforce your process with regular sales meetings Measure your process; revise, refine, improve
  24. 24. POP QUIZ: A master sales hunter is most likely to say... “I have boundless energy and stamina.” “I’m proud to serve my clients as a B2B sales rep.” “I am 100% confident in my abilities.” “I set goals, then I achieve them.”
  25. 25. Be “Professional” SKILL No. 5
  26. 26. THE SALES PRO Sales is my CAREER IDENTITY. ● I DISPUTE THE PERCEPTION that sales reps are untrustworthy! ● Just like a doctor or lawyer, I offer my clients and prospects a VALUABLE SERVICE. ● I TAKE PRIDE IN MY CAREER as a trusted advisor.
  27. 27. KEY TIPS Job vs. profession: know the difference Define your service: what do you provide your clients? Hold yourself to high personal standards
  28. 28. POP QUIZ: A master sales hunter is most likely to... BE LIKEABLE & SOCIABLE LISTEN THOUGHTFULLY INVEST IN TRAINING REMAIN EMOTIONALLY OBJECTIVE
  29. 29. Invest in Training SKILL No. 6
  30. 30. THE PROFESSOR I believe and INVEST IN TRAINING. ● I know the difference between a SALE and a LOST OPPORTUNITY is often very small. ● When I invest in sales training, I LEARN WHAT WORKS and what doesn’t… ● ...and I gain a CRITICAL EDGE on my competitors.
  31. 31. SUCCESSFUL BUSINESSESAVERAGE BUSINESSES ...invest just 3% of gross sales in training. ...reinvest almost 10% of gross sales in training.
  32. 32. KEY TIPS Use training to learn effective tactics... ...and to create a consistent approach to biz-dev. Consistency = longevity, credibility, success
  33. 33. POP QUIZ: Which of these best describes a master sales hunter? CONSISTENT ROLE PLAYER STUDENT OF PSYCHOLOGY BIG PICTURE THINKER LIFELONG LEARNER
  34. 34. Role Play Consistently SKILL No. 7
  35. 35. THE ROLE PLAYER I ROLE PLAY CONSISTENTLY. ● Like an athlete, I know I’ll perform better if I PRACTICE MY CRAFT. ● The more I rehearse challenging sales scenarios, the MORE COMFORTABLE I’ll be when they arise in the real world. ● If I don’t role play, I may fail to CONVERT GOOD PROSPECTS INTO CLIENTS.
  36. 36. Use the 5-SCENE PRACTICE METHOD to sharpen your most critical skills: Get Past the Gatekeeper Overcome Resistance Answer Tough Questions Play the Prospect Be the Fly on the Wall 5 ROLE PLAY SCENARIOS
  37. 37. KEY TIPS Make your role play challenging Engage managers and sales reps Afterward, offer mostly positive feedback
  38. 38. INSIDERS
  39. 39. © Business Wise Inc. 2017 CHARLOTTE 2101 Rexford Rd. Suite 132E Charlotte, NC 28211 T. 704.554.4112 ATLANTA 6190 Powers Ferry Rd. Suite 190 Atlanta, GA 30339 T. 770.956.1955 DALLAS 15851 Dallas Pkwy. Suite 404 Addison, TX 75001 T. 214.306.0605

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