High Profit Prospecting By Mark Hunter A Book Review On A Great Sales Prospecting Book.
Read other Sales book reviews and sales tips at http://claudesblog.com/
Books on sales prospecting have to have some similar content, because they are covering the same specific subject. So, if you are an experienced salesperson, and have read a dozen books on prospecting, you’ll see some familiar territory. But that just means that great minds think alike.
There is much in this book, however that sets it apart from the others (on sales prospecting) I’ve read. For example, on page 30 (of the paperback edition) Mark Hunter says that one huge mistake that sales teams make, is failing to gather sales and marketing ideas from other industries. This may be missed with a quick reading, but it’s one of the most powerful ideas I’ve seen in a book on the subject of selling.
You see, other industries have proven ways to gather clients and customers. And it’s highly likely you are completely unaware of them. For example, in my business, I have 71 separate ways I get new clients. How many of these came from my core industry? One. Just one. Studying other industries for their strategies is about the most profitable thing you can do in non-selling time.
For example, that new idea on getting customers that you just heard about from a Guru? It’s almost certainly being used very profitably, right now, in a different industry than the one you are in. And on page 32, the author has designed a very good set of thirty tactical questions that will help you measure your prospecting process. I’ve seen a few similar questions on advanced books on marketing, but never in a book on sales prospecting. This is new stuff. Highly instructive.
Page 56 gives the two most profitable sources of highly likely buyers you’ll ever find. I won’t spoil it for you. But I bet you never thought of the second one.
Page 70 has a question to ask a prospect, to see if they are an actual…viable ..qualified prospect…or a suspect. I’ve never seen this before, and am going to use it myself. And on the very next page, Mark talks about price, and why it should never be a part of prospecting . His argument is credible and certainly made sense.
That’s enough. You’re either sold now, or you’re not. Buy the book. May I suggest you get the trade paperback? My first reading involved an awful lot of underlining and notes in the margins. The author obviously knows the craft, and I’ll be looking to see what else he has written.
See my other sales books at https://www.amazon.com/Claude-Whitacre/e/B00B77NC96/ref=dp_byline_cont_ebooks_1