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.

1. The 7 Skills of Master Sales Hunters:
How to Consistently Outperform Your Competition

2. Most sales reps are MEDIOCRE.
FACT
Others know what it takes to get a leg up, and
consistently OUTPERFORM THE CROWD.

3. According to our research & experience, the MOST SUCCESSFUL
SALES HUNTERS consistently master 7 SKILLS. Can you name them?

4. POP QUIZ:
Which of these best describes a
master sales hunter?
CREATIVE
ASSERTIVE DECISIVE
COMPETITIVE

5. Be Assertive
SKILL No. 1

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. THE ASSERTIVENESS “SWEET SPOT”
Too UnpredictableToo Risk-Averse
Don’t Care Enough Too Competitive
Too Sociable Too AggressiveASSERTIVE
ASSERTIVE
ASSERTIVE

8. KEY TIPS
To earn trust, you must be honest
Competitiveness can cloud your judgment
Aim to be respected, rather than liked

9. POP QUIZ:
Which of these best describes a
master sales hunter?
SAVVY QUESTIONER
PROSPECT PAIN
DISCOVERER
COOL HEADED
NEGOTIATOR
RELIABLE PROBLEM
SOLVER

10. Discover Your Prospect’s Pain
SKILL No. 2

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. 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. 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. 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. Cold Call Consistently
SKILL No. 3

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. 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. 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. 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. Plan Your Process
SKILL No. 4

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. 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. 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. 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. Be “Professional”
SKILL No. 5

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. KEY TIPS
Job vs. profession: know the difference
Define your service: what do you provide your clients?
Hold yourself to high personal standards

28. POP QUIZ:
A master sales hunter is most
likely to...
BE LIKEABLE & SOCIABLE
LISTEN THOUGHTFULLY INVEST IN TRAINING
REMAIN EMOTIONALLY
OBJECTIVE

29. Invest in Training
SKILL No. 6

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. SUCCESSFUL BUSINESSESAVERAGE BUSINESSES
...invest just 3% of gross sales in
training.
...reinvest almost 10% of gross sales
in training.

32. KEY TIPS
Use training to learn effective tactics...
...and to create a consistent approach to biz-dev.
Consistency = longevity, credibility, success

33. POP QUIZ:
Which of these best describes a
master sales hunter?
CONSISTENT ROLE PLAYER
STUDENT OF
PSYCHOLOGY
BIG PICTURE THINKER
LIFELONG LEARNER

34. Role Play Consistently
SKILL No. 7

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. 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. KEY TIPS
Make your role play challenging
Engage managers and sales reps
Afterward, offer mostly positive feedback

38. INSIDERS

39. © Business Wise Inc. 2017
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