A Mind for Sales

Daily Habits and Practical Strategies for Sales Success

Mark Hunter, CSP

• Publisher: HarperCollins Leadership
• Year: 2020
• eBook ISBN: 9781400215768
• Topic: Business
• Subtopic: Business Communication
• Index: Business

For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success.

The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall.

Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits.

In A Mind for Sales, you’ll learn how to:

• Feel energized by renewed purpose and success in your sales role by following the success cycle approach.
• Receive practical strategies on how to change your mindset and succeed in sales.
• Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1.
• Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach.

Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.

INDEX

accountability, 58

in mastermind groups, 98

of top salespeople, 198

for your use of assets, 83

actions

of difference-makers, 63–66

others impacted by, 83

administration, time spent on, 40

AI (artificial intelligence), 191–194

Aldrin, Buzz, 47

American Airlines, 192

“America’s Charisma Consultant,” 72

Apollo 11, 47

apps, 117–121

Armstrong, Neil, 47

artificial intelligence (AI), 191–194

asking questions, 161–166

about others’ objectives, 69

about your use of assets, 83

after hearing “no,” 38, 167–174

confidence reflected in, 161–162

to learn needs of customer, 171–172

of purchasing departments, 113

in qualifying leads, 151–152

and “send me some information” trap, 163–164

and speed of selling process, 156

by top salespeople, 199

when planning your day, 88, 89

aspirations of others, valuing, 68

asset(s), 81–84

building your mind, 91–94

network, 95–101

team, 103–114

time, 85–89

yourself as, 13

association, effects of, 84

attitude, 73, 196, 200

attraction

by charismatic people, 68

of customers, 58–61

Atwood, Jeff, on optimizing, 129

authenticity, of people in network, 99

average, 196

bad sales calls

overcoming, 20–21

resetting goals after, 41

banking industry, 193

Barchetti, Katherine, on making customers, 185

belief system, 18–1...

Table of contents

• Cover Page
• Title Page
• Copyright Page
• Dedication
• Contents
• Foreword
• Acknowledgments
• Introduction: I Should Not Be Here
• Section I: Your Mind Drives Your Success
• Section II: Your Greatest Assets
• Section III: Minefields and Mind Traps
• Section IV: Don’t Let Your Customers Control Your Mind
• Section V: The Future of Sales
• Index