Enhance your customer prospecting process for operations

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hello and welcome to what's gonna be an exciting session here ping my name is mark hunter the sales hunter you know me you connected with me because you said hey I want to really figure out what my prospecting process really is all about well we're gonna start this webinar here in just a bit but because you're online right now I want to kind of tease you with a couple of really kind of a bonus things how's that sound you know one of the things we have to look at when we look at our prospecting process is we really have to look at not only is it what we're selling and and how we're selling but why we're selling and it really comes down to the outcome that you want to provide your customer with hey I'm gonna be sharing with you some insights and ideas for my book high profit prospecting I don't happen to have a copy of it right here in front of me but anyway I'm gonna be sharing with you some insights but I'm gonna be sharing with you a lot of new learning I literally just came off the road just hours ago after being gone for 10 days 4 different cities multiple programs and it continuously hits me as to why and how people are sitting there saying hey wow I I can't believe why I can't prospect better and that's why I'm doing this program this program is is is a one-off program I've never done something like this before and I probably won't be doing something again like this and the only reason is because it's just so difficult for me to get the time and effort but it's good but but but but here's what it is I'm gonna be throwing everything at you here and I've got a really cool deal so you got to stick to the end because I'm gonna be answering the four questions that I said in kind of the sign up page but I got a really cool deal for you at the end so hey stick to the end I've got a cup of coffee it is straight up top of the hour let's get going my name is mark hunter the sales hunter yes I sales hunter hunter is my realizing people always ask me well you were a born sales on her so I was not a bowl sales hunter by any means I had to really educate myself in the process and what I'm sharing with you are really some of those ideas and and we're gonna do is we're gonna talk about how do you how do you really like I said rebuild your prospecting process I don't want you to throw the baby out with the bathwater do not throw it out now here's a couple things here's a couple here's a couple big pieces I want to share with you I'm gonna share with you all this information we are gonna record this session so you'll get a link to it okay but here's the deal there's a really cool deal at the end and and I gotta have you stay tuned to it okay please please stay to it and and also when we get to the end you're gonna see something special and and we got a lot of people in my coaching program we have over 500 people on this event right now or 500 people undeceive guys a lot of you are in my coaching program hey really cool I'm glad you joined me as we kind of open up everything but I got a special deal for those of you in my coaching program so again stick or stick around to the end hey what I'm talking about is a lot of the stuff from my book high profit prospecting I am excited about being able to prospect why because prospecting is where it all starts I don't have anything to close unless I have something to prospect yeah think about that people say gee mark I'm not closing you have deals and all I have to do is look back upstream and I say well maybe I didn't what maybe I wasn't prospecting but here's the deal many of you are spending a tremendous on time prospecting but it's just not the right prospecting now all my content all my ideas I get to work with hundreds and hundreds of I have worked with so many different companies it's unbeliev is just a smattering a few of the companies that I've had a chance work with now like I said this is rebuilding a process there are four questions that we're gonna get into and I'm not gonna I'm not gonna waste I don't want to waste your time because your greatest asset is your time now I want you to look at this from a couple different perspectives one perspective of this webinar I'm gonna move very very fast through this okay but and I'm doing that for that very important issue but but I also want you to think about this as we think about your prospecting process your most valuable asset is not what you sell it's not your prospects it's not your customers it is your own time so my whole focus is how do we create prospecting plan that is as tight as possible for you because it's got to be able to use your time efficiently now there's a couple of other rule I don't want to say rules but really major pieces I'll jump in these four questions I want to share with you and that is when we prospect with integrity we will get customers who have integrity this is huge I don't believe in some of these slimy methods of prospecting I don't believe in any of that sort of stuff that drives me nuts what I want to do is I want to prospect with the utmost level of integrity because when I prospect with integrity I will get better customers and you know what those better customers will stay with me longer and they will become raving fans of mine selling with integrity is not a concept it's not an idea it is a life style and I can't stress that enough so again I'm not gonna share with you anything and and everything I do and those of you who know me as probably many of you do know me you know that that's not my style and again I'm not gonna share that with you that's why I firmly believe and that's why I've been invited into so many of the Fortune 100 companies all over the world because they have they have to do it they have to do everything with a level of integrity QA high integrity now think about this with each person I meet I want to earn the right the privilege honor and respect to meet with that person again you see that's the other foundation when it comes to prospecting you know there are days and there are days even in in my own life today when yes I do prospect I still prospect I still prospect yes I do and I love it because I can't I can't I can't tell you to do something if I'm not doing it myself and and there are days it it just doesn't go that well for me doesn't go well for me but you know what I still want the right to privilege honor and respect to be able to meet with that person again as cool to me that chance to me that's that's the foundation of prospecting with integrity okay let's kind of jump in let's unlock answers to those four questions yes I'm drinking I really shouldn't be I don't have much of a voice but I'm drinking coffee because I'll tell you what for the last 10 days I've been on the road and sleep deprivation is there but I'm excited hey question number one here it is there it is right there it is why is my prospecting process not working why is it not working okay do not blame your product do not blame your product so many so many sales people say well if I only was in this division if I only had these products my prospecting would be more effective do not do not what you sell what you sell has nothing to do with the effectiveness of your process nothing you see there are two pieces that are going to make your your prospecting process be effective and the first one is you first one is you it's your mindset this is why I started off with those first two slides I talked about cuz it really really is your mindset it really is interesting I watch I've watched salespeople use the exact same process and and it's it's it's amazing they get different results now why do they get different results and the exact same profile of prospects the exact same profile at territory the exact exact same everything but they get different results now now now what why is that why is now why that is is because of one simple thing it's because of you it's your mindset I want you to first of all I want you to take a piece of paper and I want you to write down what are all the outcomes you help your customers achieve not know don't get caught up in the benefits don't get caught up in the better and there's difference we're doing benefits and outcomes I firmly believe benefit is is is if I'm selling you a car I can't feel like the benefit is wow it's gonna make me feel good okay it's gonna make me feel good the the outcome is it's gonna afford me the ability to have a different type of lifestyle because I'm gonna be able to take these types of trips I'm gonna be able to do this I'm gonna be able do that done it you see I will come I think is the bigger picture what I want you to do is I want you to write down all of the outcomes and I want you to keep those Hank me with you because I have to do this I might be talking to somebody and I was trying to close a deal the other day I was trying to close a really deal good deal and I didn't get and I didn't get it I didn't I did not get the D and I was a little bit bummed I don't like not getting deals I think this is a good prospect and I had to go back and look at that list of all the outcomes I young people I think oh yeah that's huge it's great it's spot-on now it's you and what is your mindset and we're gonna talk some more about you but let's get into the second piece got a look at your process now as you look at your process one of the things that we have to understand is that it is much more complex out there whether you're in b2b or b2c that's ever been for ever been before and I can't allow one prospecting process to drive my whole business no you're gonna have four to five different prospecting processes and this is this is absolutely essential now here's here's the here's the reason we've resisted this when we want to have this one big process because we've all been about having this wide funnel it's no no I've got to have individual processes I've got to divide this down now as I look at this the first thing I want to do to determine what what is the what is the the different processes I want you to look at your customers who are the types of customers that you've had the privilege of serving and what are their demographics or their psychographics what are their socio graphics what are the businesses they're in what are the outcomes they achieve what how did the decision all of those individual pieces and what you do is you begin to bucket ties those pieces now this is this is this is really essential because what it does is it's going to tell you the frequency the type of message because here's what happens you may have some prospects that you have to educate as to what it is that you do you have other prospects that you may be just converting you see and so my messaging has got to be dramatically different but when I simply throw them into this big fat wide funnel doesn't work so here's the homework from this question I want you to write down all of the different types of customers and begin trying to put them into buckets okay so now what you've done is you've created this whole list of outcomes to really help you and your mindset and then I want you to create this whole list of who your customers are now see here's the whole thing as I prospect I also have to understand that what I'm doing is I'm helping you achieve a different outcome I'm helping you achieve a different outcome I'm helping you achieve but you probably didn't think about the outcome you probably didn't think about it but let me let me let me give you an example here and let's just use an airplane which is a very simple airplane you fly coach okay your flight coach Wow okay coach can you walk past those first-class seats those are cruel seats the first time you get a flight in those first-class seats you are never going back to coach you see what happened was now you got sold on the outcome you got sold my wow that's really cool you got sold on the benefit of having a more comfortable seat but then when you arrive at your destination and you're hey you're you're locked in and you had a chance to prepare for your meeting and all this sort of stuff and see the outcome becomes better because you see so many times what happens is we got to think downstream you see one of the things that you got to think about when we look at why is my prospecting process not effective I got a look at the long game look at the long game of your process look at the long game of the relationship with your customer you see too many times what happens is people sit there and they try to play the one-off game try to close you and many of you on this call many of you on this event here today may be saying hey this is just very very short sale quick sale but it's never a short quick set you see I almost hate the term closing I don't like the term closing I want to say it's opening I'm opening a relationship when I close a sale I open a relationship now I'm gonna come back I'm gonna tie these all together like I said I got some really cool stuff for you at the end so hang in there let's get to the second question second question who do you well let me read there why do so many leads not go anywhere why do so many leads go anywhere what you have to understand is how do you qualify how do you qualify that there's a real problem out there that so many people believe any lead out there is of equal value you know we've been taught never walk away from a lead never walk away from a prospect stay engaged engage and I say no that's wrong and let's look at one very simple piece right here okay there's inbound and there's outbound okay now I don't care who you are I don't care what you sell you may be the the biggest solopreneur the smallest solopreneur out there just starting or you may be with a big company they're gonna be inbound leads that are gonna come to you inbound leads people who contact you people they have depreciating value you cannot reach out to them fast enough you can't reach out to them fast enough and then there's outbound leads which have appreciating value no stop think about this from one see this comes back to this whole thing that I've got to have different processes now one of the biggest things that people have a problem with is they say well I get this inbound lead and I don't want to follow up too quickly because I look desperate no you need to follow up absolutely fast you see the reason some leads and prospects don't go anywhere it is because you didn't follow up with them fast enough inbound leads go cold very very quickly people say I don't want I don't want to be cold calling well guess what jump on your inbound leads I'm gonna tell you a quick story I'm sitting in Airport she that's unusual my vibe on flights all the time and an inbound lead can to my computer I'm copied on all the stuff that comes in off my website goes to my assistant came to me and I'm sitting there and I immediately picked it was one I called the gentleman and he was shocked because he had no more just completed the floor and he says wow he said wow I wasn't expecting to hear back from somebody in your office I certainly wasn't it's been hear back from you for several days and boom you reached out to me like right away I said and I kidded with him I said well I did write the book high-profit prospect and he said yeah you sure did and it was interesting within that very quick five minute phone call we virtually closed the sale and that's gonna set to the next questionnaire but I don't want to run to that right now you see you've really got to sit there and say what is my inbound marketing plan and what is my outbound marketing plan and they are different I'm all in favor of doing marketing to create inbound stuff I'm all in favor but from a prospecting standpoint too many salespeople get hung up they say well I'm just gonna send out some more emails I'm just gonna I'm just gonna put some more stuff out on social media I'm gonna spend some more time on LinkedIn it okay that may generate inbound marketing but you'll probably starve to death along the way you see outbound marketing I've got to be I've got to be jumping in there but but remember outbound is about appreciating value and you've got to repeat repeat repeat repeat repeat now let's come back and let's tie in a bow around this whole inbound marketing piece one of the pieces that drives me nuts is when people get hung up on the shiny object let me share with you this is the single biggest mistake that people make and I don't care who you are you probably have either if you work for a company or yourself you probably have something on your website in fact we won't even say your website woman we might say it's LinkedIn okay and I'm gonna use both examples okay so you may be a real solopreneur and you really don't have much of a website but you got you got LinkedIn so what you do is you you have somebody who looks at your profile and and on LinkedIn so you think wow that's a leap that's a prospect that's a lead that's Li and you and you jump all over them and you jump all over them and the same thing that you may have a website where somebody can download something or sign up for something wow that's a lead that's a leading you get all you get all excited about it all you're doing is chasing the shiny object that's all you're doing is chasing the shiny object somebody who responds to something I can't sit there and say is a prospect until I have qualified them til I've qualified them don't sit there remember up front when I said time is the most critical asset time is your most critical asset you see what happens is we wind up with that wide funnel remember that slide with the white funnel we wind up with that wide funnel because what's happening is is you've dumped so much stuff in there but the problem with a wide focus I can't find anything I can't find anything I cannot find anything and and as a result of not being able to find anything as a result I can't I don't know what I'm doing and I don't know who to prospect you see I've got to tighten things up as quickly as possible now let me get to this third question here okay third question how come so many of my good prospects never wind up buying anything here's why what you're doing is you're dancing with them you're dancing with them and you're not pulling them through you're not pulling them through fast enough what you what you have is you have nothing more than a sewer-pipe see the picture in red that's a sewer pipe what I want to do is I want to have the one in blue I want to have a water tap you see here's whole thing now you got to go through and you got to qualify there's no ifs ands buts about that but you want to make the call vacation of your prospect as simple as possible now what are some of the key critical aspects about qualifying a prospect first of all I've got to understand if they have a if they have a need or an outcome that I can help them with you see many times what happens is somebody who might look at your profile they're unemployed or somebody who download something they're bored they're not a decision-maker they're bored they'll see if I can't tee something up to them quickly that allows them to provide me with a neater outcome that they're looking for I get them off my list I get them off my prospecting list I put them into my marketing list I'll put them into my marketing list I've got thousands and thousands of people on my marketing list I really I hate to say it but most of you probably found me because you're on my marketing list that's great I love it thank you welcome love having you here I want more people on my marketing list let's see my marketing list is that wide funnel that's not my prospecting funnel that's not my prospecting funnel my prospecting funnel is a very narrow funnel it's a very narrow funnel you see my whole objectives I want to spend more time with fewer people how do I get that okay here's what I do I got a make my selling process be as simple as possible let me give you an example remember that gentleman I told you about that I was talking to you on the telephone when I was in the airport I virtually closed the deal within five minutes because I make it simple for people to do business with me let's have a conversation find out there's a need create a level of trust trust must come through that phone call okay see this is one of the key elements left out so many times what happens is we're speaking to prospects but but we're not creating that element of trust I'll get to that just a moment and when I get to that element to trust then I create a level of commitment and commitment cuts both ways commitment cuts both ways so okay how do I create trust trust in a prospecting process the easiest way to create trust in the prospect is by listening listening it's not listening to respond but it's listening to understand critical difference and the way you demonstrate this just by you take one comment that they share with you and you come back and you ask them a follow-up question on that I get very serious very focused on this I want you to ask yourself with the last lead with the last prospect and this can be whether it be on the telephone or whether it be email wouldn't be text whatever what is the question what is the what is the comment that you added on to what they shared with you here's whole thing I create trust with somebody when they know that they're listening to me yeah and and see this is what this is what it absolutely frustrates me when people don't listen you don't create trust now see what happens is this I'm asking you to create a level of trust with me so I can demonstrate trust with you but they got to create this level of commitment unless you are willing to agree to a next step I can't say that you're a prospect see if all you're doing is shopping for information if all you're doing is shopping for a low price you're not gonna agree to a next step see so I want to create this level of trust in this level of commitment see so what I got to do is I want to take my prospecting process and and in say how do I simplify I want to throw out all these other steps in there I want to go from lead qualifying the prospect selling closing that's it that's it now some of your saying mark how do I get the leads how do I get the leads okay now how do I get the leads starts off by remember that one of the first questions I asked was take all your customers you take all your customers that you have your current customers and you see who they are and you simply work back upstream and then go after those same pools of players as to who they are same arc well how do I do that well simple I'd go upstream I see who those people are and then I go to like for instance LinkedIn and I'm gonna go to LinkedIn and I might be connected to one or two of them I hope you are I hope you're connecting socially and professionally with your current customers because you want to keep the ongoing relationship you want to keep that ongoing relationship now what you do is you connect it you see what groups there what what what groups are they who else are they connected with those are your leads now do not reach out to people by way of social media to sell something no don't it's called social it's not called selling media it's called social media okay I'm going to get off my soapbox on it but this is so critical a there is no shortage of leads out there when you start with your existing customers and work your way up now some of you might be saying mark I'm brand new I'm brand new in the business since then take a piece of paper and write out a list of who do you think would be your best customer where do those people hang out where those people reside and work your way back upstream there's a number of great databases that you can access but best one out there is just called Google just start googling yeah my good friend Sam Richter wrote the book on and believe me he is a Google expert terms of search check them out Sam Richter yeah now this whole piece comes down to its keeping it simple I was with a company recently and they were asking me they were really they were looking me for help they said mark we're not closing in a feels faster and I said yeah because you have a process that is so complicated you've got to simplify it I want to be able to move speed cells and here's all thing this is what's very and I want you to think about this from OnPoint especially if you sell a service if you sell a service if you sell something where you create a relationship with customers and even if you don't still pay attention is your process is part of the value proposition of what the customers mind your selling process is part of the value proposition what the customer buys don't think about this for a moment when you have a very seamless and a very Intune selling process from lead to sale the customer is going to view that wow this is great this is how the company's going to work with me in fact it's interesting if you're in the game if you're in the business of having to to sell where you're just converting where you're just converting this is so critical because they're gonna look at how you sell how what's the process that you use what's the communication methods worth you use the questions you ask and so forth what's the information you share that level trust that level of commitment and that's what they're gonna use to say Wow if they sell like this this is gonna be amazing because I can only imagine how they're gonna work with us I have seen that proven out time and time and time again the value proposition you provide begins with the selling process you use now what am I getting to I'm getting to this whole premise of keeping it simple because I want a very narrow funnel when I have a very narrow funnel what I'm doing is I'm actually working with fewer prospects whoa what did he just say yeah I'm working with fewer with fewer prospects now here's why I'm working with fewer prospects because I want to spend more time with it now let's back up let's back up and let's start at the top okay so you wrote down what are the outcomes that you provide you wrote down to who are the type who are the customers that you like something you see now think about this I can't magnify those I can't really drill down on those unless I have more time to spend with you see now you might be saying mark that flies in the face of this conversation that you had with this person where you closed a deal in five minutes sitting in an airport no it doesn't because here's the whole thing this customer had already created a level of trust with me but the fact that they had jumped out on the web seen my website they had actually read my book they had done all of that type of stuff see see so there was a level of trust that was already committed see now so some of you who don't have that ability there may be a little it may not be a five minute phone call maybe a six minute phone call but but but but if you allow you to come through in the prospecting process by listening not to respond but by listening to understand then then it's amazing it's amazing what you will find yourself hearing and you will be able to close that customer fast see here's the whole thing yes there is a distinct process between prospecting selling and closing there are existing processes but what I want you to do is I want you to have such a refined process prospecting process that it's a narrow funnel that I move right to the selling and the clothes very quickly now remember I shared with you that I said I make calls I do I make calls now I've got a very narrow process because I've done my homework before I call you and again this is where I've referred I really relied on Sam Richter a lot to help me create some systems and some processes that that's kind of a separate piece okay it's I I might do it actually have partner with Sam on some stuff he's such a brilliant guy I had to read we our good friend but anyway that's a separate piece all say I'll say that for later let's come back this whole piece what you want to be doing is trust commitment and the way we create trust is what the questions I ask the commitment is the next step now you say mark can I do this in the lead generation process yes one of the things that I love doing in the lead generation process and this is whether it be by way of website by way of LinkedIn by way of email by way of phone call is by posing questions now if you notice if you followed me for a long time you know I said I love to pose question why because I want to get people thinking I want to get people thinking this is one of the best ways with which to prospect this is why when I say from a telephone prospecting standpoint I am I don't it there and say hi I'm mark hunter the sales ended up shut up they don't care less I come right out and I ask them a question I ask them a question because I want to engage them but I'm listening not to respond I'm listening to understand see when I email people I hit them with a question when I do lead generation by way of mass tools on media I ask questions see you see what I do is I ask questions because I want to qualify you very quickly because if you don't have the ability answer that question I don't want to waste my time with you now I like you I like you if I happen to get you on the phone I'm gonna earn the right to privilege honor and respect to be able to meet with you again maybe one day you will but I can't waste my valuable time because if it comes back to this whole piece it the most valuable time I have is my prospecting time now let me get into this really quick I'm and talk about time here in a bit with this last question here how am I supposed to find that time to prospect with everything else I do okay let me walk you through something let me walk you know I I I said up front this whole piece about your time and I was with a company last week I was with a sales team we were doing a third quarter sales kickoff meeting I love doing sales kickoff meetings and this was one of the big issues they were facing you know this this question was one of the big issues because they weren't closing enough sales and so what was happening and what we did was we simply said wait a minute hold it hold it and it's a concept I've used with a lot of other companies I said let's break the day into five ninety minute segments five ninety minute segments now here's one of the things that I've found activities will expand to the amount of time we give them you see this is because what happens is we manage off a to-do list and generally at the top of our to-do list are our existing accounts and wait the bottom is prospecting but see what happens is when we're working off a to-do list and bosses I gotta call you out of this I've got to call you out on this you are guilty of saying hey would you check on this with this accountant hey would you check on this hey would you check on this hey would you check on this and you allow other people in the company to true no don't stop that and you got to be asking more what's in your funnel and more importantly how rapidly isn't moving through a whole separate piece here you can see this is this is what happened is why I show that sewer pipe in that water tap pipe because what happens is people wind up getting stuff in their in their sewer pipe but it doesn't move it doesn't move because I don't have a commitment with a date and time associated with it time is my most valuable asset when I ask you to make a commitment to me of following up with me or looking at Mirza no I've got to set the time I got to said I've got to drive you have to drive the next steps do not allow your prospects to drive the next step see cuz what what happens is then what little prospecting time you have get sucked up with these mundane activities so now back to the whole concept of five 90-minute windows think about this if I take five 90-minute windows that works out to basically seven and a half hours a day ok very easy they top performers don't work eight hours clean they work a lot long it just stay with five 90 min segments so what I do is I'm going to assign 90 minute segments to key activities you may say I don't need to prospect every day fine fine but you're going to assign one 90 minute segment three days a week or two days a week or maybe even one day which you may say hey I'm just starting out I've got to assign three 90 minute segments now I do not I do not believe in putting them back to back don't put them back you burn out you might do one 90 minute segment in the morning one 90 minute segment in Ian late in the afternoon I like starting out the day with your prospecting segment and when you're in your price affecting segments you are focused well one of the one of the biggest problems and I have seen this time and time again the reason prospecting processes don't work and I write about I write about my work in my book many times what happens is they fail because we just haven't given it enough time thinking about this for a moment compare this to a diet you need to lose 20 pounds so you give it a shot but you really don't stick with you die you really don't stick with it you're cheating all over the place and you don't get the results think about that from one you don't lose it 20 pounds you actually wind up gaining 5 pounds what that get work diets suck and that's what you think with regards to prospecting you see you only lose 20 pounds when you're disciplined in your activities in your actions and how you use your time that's the only way you wind up losing the 20 pounds you see I'm amazed I'm amazed at something and I got something really cool I'm going to share with you here in just just a bit which is absolutely spot-on you're gonna love what I'm gonna share with you it's gold gold pure gold it's the piece it's all about being disciplined so this is why I say they take the 95 90 minute segments here's one here's one of the avenues that I want you to do I want you to find a peer I want you to find something maybe it's in their sales person in your company and started about the same time as you maybe it's somebody outside to come but I want you to find a prospecting peer that's going to help hold you accountable and you're gonna bust their chops once or twice a week and they're gonna bust your chops yes and I want you to be actively engaged doing it it is amazing how this works because what I've found is when I look at why my prospecting plan how do I rebuild my prospecting process it really starts with my time see too many people what they do is they is they is they say my prospecting process doesn't work when they've never really have given it the time I see III can't measure anything unless I've given a time I gotta be focused on it now where does all this go where does all this take us what so what's now what what's what's the action plan see this is where you've got to sit there and you've got to drill down now I told you about a really cool thing if you're in my coaching program you're getting this okay if you're in my coaching program you're getting this but what I what I want you to do is I've given you some meat here some things but here's something I've got and I'm only doing it once that's it I could only do it if you remember I did this a year ago I offered a $99 program and I can only do this once at this level period if you jump out to my website the sales hunter com go to any blog page you're gonna see up on the right-hand side this little picture of a funnel click it $99 here's what I am offering you here's what you're gonna get you're gonna get five pieces and you see those two things in in in red three and four and actually five is in green it just doesn't come up just doesn't come up on this screen it's absolutely huge these are absolutely cool because in number three and four I'm gonna give you video content any workbook that's gonna take you step-by-step I have never before offered this program before I've we just literally got done building it okay but but I got to setup your frame of mind so I'm so I've actually added two other pieces I'm gonna have a I'm gonna have a webinar on the 27th of July you'll all be invited to if you can't make it you'll get into it free but it's only for those who pay the $99 to get in the program okay and you'll you'll get you'll get access to that piece I'm going to talk about even how do you evaluate your plan I go right we're good we go through a complete check hole check little checklist of how you evaluate then then we got another webinar on the 31st we talk about the lifestyle remember how one of the things I talked about was the you up front yeah you up front yeah yeah yeah yeah yeah yeah that's where I really dig it onto you and then three and four is the meet this is the meet this is this is it baby this is pure gold content if some of you were at out fountain this year remember that big conference and it's coming back coming back for next year thank we you're gonna love wall anyway separate issue that's absolutely amazing but I shared just a little teeny little piece of what's in this but that that's what you get because here's old thing to many sales people don't make it because because because they fail the prospect properly and see then that bonus piece that this is the thing that I I only this is it I will never offer this again because I can't takes too much time it's a bonus Q&A session this whole thing three three four and five is is a $900 deal but I'm giving it to you for $99 and the only reason I'm doing it for nine dollars is because it's the first time I've rolled it out first time I rolled out but after we get done with this baby you're gonna see it package it up in a much bigger much bigger program but I've got I've got to get you into this and and and I will never ever offer the Q&A session again so get that because what what I'm doing here yeah I see people are buying I see people are jumping on this already that's great this offers only out there for a week but I gotta get you to jump in I got to get you to jump in now because I may not even be able to keep it because I'm a little bit petrified of this whole Q&A thing you know but here's whole thing I'm doing this right now for a very simple reason every week I get emails from from sales people who say mark I'm not I'm I miss my Korra and I come back and I asked him well why'd you miss your quota and the question I asked him is how much prospecting did you do the previous quarter before and it always comes up a there's only two answers I get one I didn't spend enough time prospecting or B I don't think my prospecting process works you're right that's it that's it now there's a hundred components that comprise that and that's what we're digging into in the in these sections and that's why I've actually kind of broken it down that yeah the meat is building a prospecting plan in the downloadable that's the meat but I set up the precursors with two sessions they're gonna be alive just like just like this now I'll be recording them for you yeah people people are jumping on this right now great great jump on it this is insane now here's whole thing if you're my coaching program if you're in my coaching program do not buy this program do not buy this program I'm giving it to you free some of you might be saying hey Marc what is this coaching program that's a separate program pop me an email just say Marc talk to me about coaching then I'll give you a buzz on and I'll fill you in on it that's really a cool program that's really a cool that's a neat program we really get in get very personalized that's a separate piece but for everyone else who's not my coaching program $99 gets you this and it's one time one time yeah I see people are jumping in this is at this absolute terrific you see here's the whole thing success does not come to you you have to go to it I'll stop and ask yourself this question what what would happen if you blew past your quarterly number this quarter what would happen if you blew past your half number what would happen if you blew past your year number cool is that worth the $99 I think it is I think it's worth the $99 I'd say it's worth it it's it's worth it jump on some of you have got some questions I see some emails popping through here that's great I'll respond to those emails here today but I want you to ask yourself this question long game sales what's your six long term is it worth the Dinos let's talk for just a second what are we gonna what are we gonna drill down when I say the building I will walk you through a whole series of questions a whole series of prospects whole series of processes that have you questioning and have you building out why does your why does your prospect want to do business with you where do I find the right prospects how do I communicate with them we walk you through all of those pieces in terms of building that process it's it's it's pretty extensive and you're gonna get the workbook it's 14 pages right now of just questions and and there's you know yeah there's a little bit of white space but not a whole lot but believe me I'm gonna be giving you a lot more that because I'm actually even though he kind of done I'm still working still working still working on the work for ya more people are jumping in practice grab the deal just go out to my website go to any blog page you can go to you know the sales hunter comm backslash blog backslash I'll take you to a page and you see up in the upper right hand corner there's a little piece now when you go and order when you go and order you're gonna ask fill in your information and then it says you've got to check a little box inside the order box inside you gotta check that little box inside we have a note there but it's just kind of a just kind of a double safety check and we do that because we don't want anybody I never want to be accused of tricking people into buying something so there's a little added piece that you gotta click that little box inside the order conference anyway you'll see it there you'll see there I I bought it myself just hours ago you know and it worked fine but I want you to do that your success is something I take very dearly very importantly and one of the other pieces one of the other reasons I make this available is because most of my work is with very big companies very big companies and it's not often that I can really reach out that's why I do what I do for people like you who who are on this grab it grab it those five pieces now if you don't want to go there here's the URL to the actual registration page to take a screenshot of that if you want but anyway that's the actual registration page but I can't I can't stress enough the importance yeah more more more people are coming through it's great I I can't stress the importance of this I I get I was at a conference an on sales conference and I had a person come up to me and they say mark I just can't get my business off the ground it was a small business small business conference enters interesting as they shared with me what was going on Valens began to cry and it really hurt me really hurt me that's what this is for just gonna help you we're out here that seasoned sales person or that new sales person I can't stress this stuff hey we got to wrap this up here in just a moment and again if you're in the coat if you're in my coaching program don't do not don't buy stop stop stop do not buy you're giving it free you're getting it free I've gotten a couple of emails here some people are are asking about the coaching program I'll follow up a follow up with you if I take out a coaching call here in 15 minutes I gotta jump on but I'll follow up with you you know on that one but it's cool hey my name is mark hunter the sales hunter you know were two are you following my videos on LinkedIn every day follow me on LinkedIn every morning Monday through Friday I post a new ten second video 6 a.m. Eastern Time I'm all over YouTube YouTube channel I'm out there do you do that but don't allow that to preclude you from doing this 99 bucks yeah I'm shutting this offer down just a few days you're gonna see the countdown clock on that I've got to because I can't because the content is simply worth too much money it's one time we're rolling it out that's it that's it we Mike I'll probably come back or something else but it's not gonna be nearly this lucrative okay hey my name is mark hunter the sales hunter this is a and I've thoroughly enjoyed doing this session grab it now would you Yuri III really shouldn't ask you for this it really is this is this is a no-brainer this is a no-brainer you probably spend more on Starbucks coffee in a month than you would on this and this has an ROI that's gonna be absolutely huge hey my name is mark hunter the sales hunter and I want to say thank you very much they taught me an email you got my email if you have any questions I'll get back to you and keep connecting with me there and hey with that I want to say great selling [Music]