How to Find Better Leads That You Can Close at Full Price – in Just 7 Minutes with Mark Hunter

 Find out how being client-centric and customization will dramatically make a difference in the outcomes you desire in there of your client acquisition and prospecting Learn why you need to identify qualified leads, get in front of prospects with relevant messages, gain permission to ask challenging questions and provide high value Learn new ideas to help you identify sales opportunities make an incredible impression so you can close clients at full-price Resources/Links: https://thesaleshunter.com/weekly-tips Summary Mark Hunter is known as "The Sales Hunter". He travels 200+ days per year speaking and consulting with companies. He is a LinkedIn Top Voice and a Top 30 Global Sales Guru. His book, High-Profit Prospecting has been ranked as one of the top 100 sales books written. In this episode, Mark shares his expertise in helping clients find and retain better prospects they can close at full price. Check out these episode highlights: 02:29 - Mark talks about his ideal clients: Any salesperson or sales team that is struggling to find great prospects 03:18 - Problem he helps solve: They wind up closing too many sales having to discount and not closing deals in its full-price 03:32 - Typical symptoms that clients do before reaching out to Mark: They spend too much time negotiating 05:09 - Mark's Valuable Free Action (VFA): "You’re not selling anything. What you’re doing is you’re helping customers see and achieve something that they didn’t think was possible. Now how do you go about doing that? That’s by focusing on the outcome." 09:00 - Mark's Valuable Free Resource(VFR): https://thesaleshunter.com/weekly-tips 09:00 - Q: Why does salespeople have this high-profit prospecting problem, to begin with? Don't they want to close at a full price? A: People get excited because they feel every lead is a good lead. Every lead is a great prospect. What you really want to be doing if you want to be able to qualify and eliminate. You want your prospects to earn the time, to spend time with you. What does that mean? That means you have fewer prospects but you’re spending more time with them. Spend more time with them, you create more value. Create more value, you close at full price. Tweetable Takeaways from this Episode: “Sell first, negotiate second.” -@thesaleshunterClick To Tweet “If you understand better what the customer is looking for it’s amazing how little you have to negotiate.” -@thesaleshunterClick To Tweet Spend more time with them, you create more value. Create more value, you close at full price.” -@thesaleshunterClick To Tweet Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast) Tom Poland: Hello everyone. A very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to as ever from, on the sand next to the waves a Little Castaways beach in Queensland Australia, joined today by Mark Hunter. Mark a very, very warm welcome. Where are you calling in from? Mark Hunter: Well I'm calling in from Nebraska which is right in the middle of the United States. Tom Poland: Yeah. So very close to me. So, for those of you don't know Mark. He's known as The Sales Hunter. He travels more than 200 days a year. Right now, we are keeping him from dinner with his wife which doesn't happen that often I imagine. We'll get straight to it. He's speaking and consulting for those 200 plus days a year with some pretty ...