The Sales Leader in YOU!

By Mark Hunter “The Sales Hunter”
Making a Difference When It Matters Most

Why Leadership?
No  other  trait  has  a  wider  affect   on  sales  success  than  leadership.  
Leadership  is  not  reserved  for  those  in   official  positions,  but  is  found  in  anyone   who  envisions  big  goals  and  has  the   tenacity  and  integrity  to  accomplish   them.   This  eBook  highlights  some  of  the  most   vital  steps  someone  can  take  toward   becoming  a  sales  leader.  

Our  customers  are  buying   confidence.   It’s  up  to  us  to  show  it.    

Whether  you  are  a  CEO,  a  sales   manager  or  someone  just  starting  out  in   the  sales  industry,  you  can  strengthen   your  skills  and  move  confidently  toward   more  influence,  more  sales  and  more   satisfaction.  


Copyright  2013  Mark  Hunter  

R.   Copyright  2013  Mark  Hunter    www.  growth   attitude.    Leaders   know  people  are  watching  them  during  difficult   times  to  see  how  they  should  respond.     Imagination:    Leaders  dream  and.  more   importantly.         Driven:    Leaders  do  not  allow  setbacks  to   become  permanent.  They  know  the  organization’s   vision  and   2 .  They’re  encouraged  and   supported  in  making  their  own  decisions.P 10 Traits of Effective Leaders Listening:  Leaders  take  the  time  to  listen  to   what  is  being  said  and  more  importantly  to  what   is  not  being  said.S.    Through  this  process.     Helpful:    Leaders  are  never  too  busy  not  to  help.     Passion :    Nothing   determines   the  level  of  output   Donec sit amet arcu.E.    The  level  of  output   is  directly  related  to  the  passion  of  the  organization   and  each  member  of  the  team.    Leaders  know  how  to   prevent  information  from  complicating  tasks  and   they  work  to  streamline  processes.D.  and   this  starts  with  the  leader.    Create  an   environment  that  encourages  people  to  share   their  opinions.    This  is  achieved  when  everyone  knows  and   understands  the  objectives  of  the  team.A. more  than  the  passion  exhibited  by  the  team.H.    Leaders  allow  themselves  to  become   exposed  on  their  personal  side.  they  allow  others  to  dream  with   them.TheSalesHunter.    Create  an  environment  that   fosters  dialogue  at  all  levels.    The  skills   of  a  team  will  never  be  fully  realized  unless  the   team  has  a  success-­‐oriented  attitude.E.    However.  they  become  managers  of  a  process.   leaders  also  know  when  not  to  help  and  allow  the   team  and  the  individuals  to  achieve  the  satisfaction   of  accomplishing  the  task  themselves.  Rather  they  use  setbacks  as   stepping-­‐stones  to  accomplish  goals.  True  leaders   help  people  in  all  kinds  of  situations.   information  is  overloading   everything  and  everybody.  When   leaders  fail  to  embrace  a  people-­‐oriented.    It’s  during   difficult  times  when  the  leader’s  true  spirit  comes   through.    Encouragement  is  an   intangible.  there  is  no  hope  of  the   team  ever  achieving  greatness.    Without  demonstrated   passion  from  the  leader.1 2 L.     Empowerment:    High-­‐performing  teams  make   their  own  decisions.   nor  are  they  too  proud  not  to  help.    Just  as   important  is  the  simplification  of  the  tasks  at   hand.           Nunc cursus magna quis Simplify:  Nowadays.I.  and  it’s  this  spirit  that  becomes  part  of   the  organization.  instead  of  complaining  to  others.  yet  leaders  who  visibly  and  verbally   encourage  other  people  genuinely  understand   the  power  of  encouragement       Relate:    Great  leaders  understand  the  personal   and  professional  sides  of  their  organizations  and   they  understand  how  both  interact  with  each   other.  they  allow  the   organization  to  move  to  a  higher  level  through  the   use  and  application  of  imagination  as  a  leadership   tool.       Attitude:    Leaders  understand  how  attitude   impacts  the  performance  of  the  team.   Organizations  adopt  the  style  of  the  leader.     Encourage:    Leaders  never   underestimate  the  power  of  the  team   and  are  always  drawing  out  the  best  in   people  through  their  encouragement  and  support   in  large  and  small  things.

1.  but  also  your   competitors.TheSalesHunter.  as  the  source   to  turn  to  for  answers.  the  more   likely  you  will  uncover  the   type  of  crucial  information   that  will  equip  you  to  close   the  profitable  sales  that  other   salespeople  regularly  miss. Leadership is Sales.   Sales  leadership  cannot  be   reduced  to  simply  being   the  top  performing   salesperson  in  terms  of   numbers.    “Sales  leadership”  is  being   the  type  of  salesperson   and  sales  team  that  is  seen   by  not  only  your   customers. Those  who  demonstrate   leadership  will  succeed  in   their  careers  in  tangible   ways  and  intangible  ways. Copyright  2013  Mark  Hunter    www.   Tradition-­‐bound  salespeople   would  never  think  of  asking  a   customer  a  question  they   wouldn’t  be  able  to  answer.   2. Asking  the  Right  Questions   3 .   The  more  you  grow  in  your   ability  to  do  this.    It’s  being   comfortable  and  personally   confident  enough  to  ask   tough  questions.   Sales  leadership  is  being   able  to  ask  customers   and  prospects  questions   that  both  you  and  the   customer  are  not  going   to  know  the  answer  to.Sales is Leadership.   Leadership  in  sales  is  just  the   opposite.

    10.  Leaders  work  to   create  an  environment   among  the  entire   organization  that   encourages  dialogue   among  peers  in  an  effort  to  improve   themselves.  Although   managers  are   concerned   about  a  result.     7.  Successful  leaders  have  teams  that  are   unified  in  knowing  both  the  goals  of  the   organization  and  how  each  person’s  actions   affect  the  achievement  of  those  goals.  Belief  and  attitude   modification  are  as  much   of  a  concern  to  a  leader  as   skills  modification.  Successful  leaders  realize  the  importance   of  not  just  the  major  moves  they  make.  but   also  the  small  ones.  Short-­‐term  results   can  be  driven  by  a   manager’s   words.  Leaders  create  both  formal  and  informal   communication  networks  within  their   organization.         3.  Leaders  recognize  that  establishing  and   nurturing  mentoring  networks  is  essential  in   high-­‐performing  organization.     Copyright  2013  Mark  Hunter    www.     11.   leaders  are  also   concerned  about  why  a   result  occurred.   .TheSalesHunter.20 “Must Have” Leadership Traits for Success 1.    Long-­‐term   results  are  driven  by  a  leader’s  actions.   6.   9.  Strong  leaders  are  able  to  impact   performance  as  much  by  what  they  do  not   say  as  by  what  they  do  say.  Leaders  utilize  the  informal   network  of  an  organization  to   receive  feedback  and  monitor  the   health  of  the  team.     12.     8.     5.     4.   Successful   leaders  create   organizations  comprised   of  individuals  who  have  a   desire  to  continuously   improve.  Leaders  understand  that  values  and  ethics   play  a  much  larger  role  in  the  effectiveness  of   a  long-­‐term  relationship  than  most  people   typically  think.

    18.    By  understanding  the   sacred  role  they  play  in  the  lives  of  people. privilege.  they  filter  the   information  to  ensure  it’s  what  the   organization  needs  to  know  and  that  it’s   communicated  in  an  appropriate   manner.20 “Must Have” Traits for Success 13.  High-­‐performing  leaders  are  ones  who   do  not  merely  pass  along   information.       19.     15.  not  themselves.  Successful  leaders  realize  the  personal   impact  they  make  on  the  people  they  come  in   contact  with  every  day. our goal is to earn the right.   they  are  more  cognizant  of  how  they  choose   to  interact  with  them.     20.  Leaders  understand  how  a  person’s   output  is  impacted  by  their  attitude. “With each person we meet.     totally  separate  a  person’s  work  life  from   their  personal  life.TheSalesHunter.     16.    This  does  not  mean  leaders  keep   their  teams  in  the  dark.   14.  Leaders  continuously  review  the  way   things  are  being  done  and  work  to  improve   them  by  fostering  within  the  organization  a   spirit  that  is  not  threatened  by  change.” Copyright  2013  Mark  Hunter    www.  Leaders  keep  the  focus  of  the   organization  on  the  true  objectives  and  do  not   allow  the  energy  of  the  organization  to  be   spent.  Successful   leaders   realize   you  cannot   communication  flowing  back  up  to  them  and   how  to  deal  with  it  once  it’s  received.    A  good  leader  will   analyze  the  information  to  determine   whether  or  not  it  helps  the  organization   achieve  its  goals.    Leaders  accomplish  their  tasks  through   other   5 . honor and respect to meet with that person again.    Rather.  Leaders   are  comfortable   with   Leadership 17.

com   6 .   Maintaining  a  reputable  status  on  the  web  is  a  worthy  endeavor.  All   great  leaders  will  always  have  people  who  are  in  disagreement  with  them.”   I  ran  across  this  phrase  and  was  struck  by  it.How   is  you r  e-­‐Re putat ion?   One  aspect  with  regard  to  sales  leadership  is  to  pay  close  attention   to  your  “e-­‐reputation.   including  out  in  cyberspace.   With  Google. Copyright  2013  Mark  Hunter    www.    Carry  yourself  with  integrity  and  confidence  wherever  you  present  yourself.TheSalesHunter.  some  people  still  do  not  heed   these  warnings.    Take  the   time  to  see  what  is  out  there  so  you  can  then  respond  should  something  negative   come  up  in  a  conversation.   Surprisingly.   If  you  want  to  keep  a  high  level  of  profits  and  sales  motivation  —  and  if  you  want  to   have  ample  time  to  focus  on  your  selling  skills  —  then  be  sure  you  are  viewed  as  a   leader.    Your  e-­‐reputation  is  what  others  may   find  out  about  you  and  your  company  via  the  web.  it’s  easy  to  see  what  people  are  saying  about  you  or  your  company.   They  share  questionable  comments  or  photos   on  Facebook  or  Twitter.   I  know  plenty  of  warnings  have  been  given   that  you  should  be  conscientious  of  what  you   share  personally  on  social  networking  sites.  forgetting  who  is   connected  to  them  on  those  sites  —  or  simply  forgetting  that  it’s  not  too  difficult  for   anyone  to  come  across  the  information.

  Benchmark  the  company  with  their  major   competitors  to  determine  how  they     2.   Continued   Copyright  2013  Mark  Hunter    www.TheSalesHunter.     The  degree  to  which  you  prepare  will  directly  impact  the  success  of  your  meeting.  you’ve  been  researching  the  company  and  developing   relationships  with  as  many  people  as  possible.    Last  week  your  call  to  the  administrative  assistant  finally  hit   home  and  you’re  on  the  CEO’s  calendar  in  three  weeks.  and  listen  to  the  of  their  quarterly   investor  calls.     Set  up  Google  Alerts  to  receive  any  updates   that  may  appear  on  the  internet  for  the   company.Are You Ready to Meet with the CEO?       It’s  the  meeting  for  which  you’ve  been  waiting.   If  the  company  is  publically  traded.     In  particular.       3.     Now  is  the  time  to  make  sure  your  leadership  skills  are  as  honed  as  possible  and  to  get   ready  for  this  important  meeting.     7 .  read   their  annual  reports  and  their  quarterly   filings.  the  person  you’re  going  to  meet   and  the  other  top  people  in  the  company   with  whom  the  CEO  interacts.    For  the  past  year.       Below  are  6  key  things  you  need  to  do  before  your  meeting:     1.     Finally.  you  have  gotten  to  know  the  two  gatekeepers  who  have  been  up  to  now   blocking  your  way  to  the  CEO.  you’ve  been  able  to  secure  a  meeting  with  the  CEO  of  the  company  you  know  you   can  help.

 you  not  only  have  the  ability  to   share  something  with  them.       Continued   Copyright  2013  Mark  Hunter    www.000  word  opinion  on  a  topic.   learn  all  you  can  about  the  key  initiatives  with  which  you  have  reason  to  believe  the   CEO  is  most  concerned.   Use  the  information  you  obtain  from  the   activities  listed  above  to  help  you  develop  a   list  of  “peer  comment/questions”  you  can   share  with  the  gatekeeper  or  CEO  if  the   opportunity  arises.       Identify  the  strategic  objectives  on  which  the  company  is  working.     It  is  not  necessary  for  the  peer  question/comment  to  relate  directly  to  your  meeting  topic.  In  particular.  It  also  demonstrates   that  you  comprehend  their  level  of  decision-­‐making  responsibility.  is  better  if  it  is  on  a  completely  different  topic.TheSalesHunter.   Monitor  the  news  to  determine  if  there  are  any  political  or  newsworthy  events   that  could  impact  either  the  CEO  or  the  company.    Your  comment/question  should  be  brief  and  framed  as  an   opening  to  get  the  CEO  to  share  their  opinion.       5.   Know  the  educational  background  of  the  CEO  and  identify  any  key  alumni  and   school  events  with  which  the  CEO  may  be  connected.   In  fact.     Remember  –  your  peer  comment/question  is  not  the  opportunity  for  you  to  share  your   5.  but  you  also  will   engage  them  in  conversation.     By  positioning  your  peer  comment  as  a   question.     6.   8 .  Monitor  the  trade  journals  and   industry  websites  that  pertain  to  the  company’s  industry.    Making  a  peer   comment/question  part  of  your  opening   dialogue  with  the  CEO  will  reassure  the  CEO   that  they  are  not  wasting  their  time  with   someone  who  does  not  understand  how  valuable  the  CEO’s  time  is.     “Peer  comments/questions”  are  those  things   you  can  share  briefly  with  the  CEO  or   gatekeeper  that  allow  them  to  see  that  you   are  aware  of  the  environment  in  which  they   operate  –    and  that  you  are  comfortable   talking  about  those  things.  You  will  show  the  CEO  that  you  do   not  have  tunnel  vision  and  you  have  a  broader  understanding  of  the  world  in  which  they   operate.

Our goal is to influence them positively.  If  the  gatekeeper  feels  comfortable  with  you.  I  mentioned  that  you  shouldn’t  hesitate  to  share  your  peer   comments/questions  with  the  gatekeeper  as  well.”  it  is  because  the  topic  you’re  bringing  up  is   designed  to  be  a  topic  the  CEO  may  very  well  be  discussing  with  their  peers.  When  you  make  relevant  comments  or  pose  “peer”   9 .  The  gatekeeper  is  really  an  extension  of   the  CEO.  Be  the  leader  you  are  capable  of  being.  thus  increasing  their  comfort  in   sharing  information  with  you.  you  increase  the   gatekeeper’s  comfort  level.    Be  the  leader  the  CEO  will  remember.      This  allows  the   CEO  to  naturally  begin  to  see  you  as  one  of  their  peers.  this  contributes  to   the  CEO  feeling  comfortable.   “We influence each person we meet.  don’t  delay  in  your   preparation.TheSalesHunter.     Earlier  in  this  article.     If  you  have  managed  to  land  that  all-­‐important  meeting  with  a  CEO.” Copyright  2013  Mark  Hunter    www.   If  you’re  wondering  why  I  use  the  term  “peer.    Invest  the  effort  and  time  now  so  you  can  experience  the  valuable  dividends   later.

                                                                            Continued   Copyright  2013  Mark  Hunter    www.  In  contrast.   First.  deliberate   hand  movements  that  flow  in  sync  with  what  is  being  said  demonstrate  the  salesperson  is   in  control  and  has  an  ability  to  lead.   Your  hands  help  you  convey  leadership  in   several  ways.     Leaders  use  their  hand  motions  to  move  at  a   pace  consistent  with  the  words  per  minute   they  speak  at.What  do  your  eyes  and  hands  have  to  do   with  sales  leadership?   Your  eyes  communicate  confidence.      This  is   especially  true  when  communicating  price  or  dealing   with  objections  raised  by  the  customer.   If  the  salesperson  can’t  give  the  customer  eye  contact.  the  customer   intimidates  them.TheSalesHunter.  Your  hands   demonstrate  leadership.  it’s  with  your  handshake.  the  salesperson’s  ability  to  close  the   sale  is  going  to  be  severely  jeopardized.  as  it’s  at   these  critical  points  of  a  sales  call  where  eye  contact   is  absolutely  essential.   then  clearly  the  salesperson  is  not  confident  about  what   they’re  talking  about  —  or  worse  yet.   Your  eyes  communicate  confidence.      It’s  important  to  note.  The  firmness  of  your   handshake  is  going  to  go  a  long  way  in   communicating  your  confidence  and  in  essence  your   ability  to  lead.   though.   Salespeople  lose  control  of  many  sales  calls  —  and  their   own  sales  motivation  —  due  to  their  lack  of  eye  contact   and  how  they  use  their  hands.   Overly  fast  and  jerky  movements  communicate  a  sense  of   10 .   In  either  case.  that  the  eyes  and  hands  serve  different  purposes.      The  main  reason  I  believe  your  hands   help  demonstrate  leadership  is  in  how  they’re  used   as  a  communication  tool.

 due   to  the  space  the  person  is  looking  to  control.    They  are  saying  more  than  you  realize.  the  hands  demonstrate  leadership  because  they  can  show  someone  that   you  are  listening.    Obviously.      When  you  hold   your  hands  still  while  the  other  person  is  talking.  but  also  with  their  posture  and  with  their  hands.  it  is  a  very  visible  contrast  to  your   hand  movements  when  you’re  talking.   Finally.TheSalesHunter.” “The level of trust you build today will determine the level of profit you achieve tomorrow.    True  leaders  show  this  not  just   with  their  ears.” Copyright  2013  Mark  Hunter    www.  the  more  it  shows  leadership.Another  way  your  hands  demonstrate  leadership  is  how  they’re  held  in  relation   to  the  body.   “The level of profit you make on a sale will reflect the level of confidence you had going into the call.  Be  intentional  and  conscientious  in  how  you  use  your   eyes  and  your  hands.   When  the  hands  are  still  while  the  other  person  is  talking.  listening  is  crucial  to  leadership.   The  further  the  hands  are  extended  from  the   11 .  it  conveys  you  are   listening.     Your  eyes  and  your  hands  —  two  communication  tools  that  help  demonstrate   confidence  and  leadership.

TheSalesHunter.  they  are  questions  like  “why”   and  “how”.  the  questions  are  complex.     For  example.    Or  possibly  they  look  like  these  questions:     Could  you  give  me  an  example?            Could  you  explain  that  again  to  me?     Continued   Copyright  2013  Mark  Hunter    www.   I  believe  that  short  questions  get  you  long  answers  (while  long  questions  get  you  short  answers).  As  a   12 .Best Information Comes from SHORT Questions Sales leaders learn how to get the best and most useful information out of customers.  To  someone  unfamiliar   with  our  product  and  services.  but  in  reality.     The answer to this dilemma? Short questions.     What  too  often  happens  is  we  are  talking  to  a  customer  and  asking  them  what  we  believe  are   simple  questions.     We  all  can  recall  far  too  many  times  when  we’ve  sat   across  the  table  from  a  customer  we’re  trying  to  help  –   and  we  know  we  can  help.  those  questions  are  simple  only  to  us.  No   wonder  customers  can  give  us  the  cold  shoulder  and  the  blank  stare.   There’s  no  better  way  to  improve  the  quality  of   information  you  receive  from  a  potential  customer  than   by  asking  short  questions.  it  winds   up  being  more  of  a  statement  for  which  we  are  simply  looking  for  feedback  or  agreement.  if  they  would  just  provide  us   information  about  their  needs  and  goals.     What  we  want  to  do  is  ask  short  questions.  we  ask  a  question  that  has  a  couple  of  facts  wrapped  up  in  it.  In  their  simplest  form.     Our  problem  in  dealing  with  this  type  of  customer  is  we   need  to  find  a  better  way  to  engage  them  and  to  get   them  to  think  about  what  they  want  and  need  –  and   then  share  that  information  with  us.

 the  customer  will  many  times  share  with  you   exactly  what  they  want  and  will  begin  asking  you  questions  about  features  and  benefits.  don’t  keep  asking  the  same  short  questions.  ask  the  customer  a  soft  easy  question  to  which  you  know  they’ll   respond.  after  they  have  given  you  a  response. The next step is to ask them another short question.  they’ll  tell  you  their  needs  and  desired  benefits. the more likely we are to get a long answer. following up on what they just said.  “How?”  or  “Why?”     Basically.  there  are  only  two  things  you  need  to   remember:     • First.”  Could  you  give  me  another  example?”     You  then  pause  and  allow  the  client  to  give  you  more  information.    Long  questions  get  you  short  answers.  You  can  avoid  this  best  by  picking  up  on  a  single  item  they   shared  with  you  and  drilling  down  on  just  that  one  item.     Second.   Copyright  2013  Mark  Hunter    www.   Short  questions  get  you  long  answers.The shorter the question.  When  you  drill  down  on  a  single  item.   you  demonstrate  your  listening  skills  and  your  ability  to  truly  discern  information.  you’ll  come  across  as  an  inquisitive  3-­‐year-­‐old  rather  than  the  professional   salesperson  you  know  you  are.     The  beauty  of  this  approach  is  when  it  works.       If  you  do.  upon  which  you  follow  up   again  with  another  short  question  such  as.   The  beauty  about  this  is  it  allows  the   customer  to  do  all  the  talking.       They’ll  tell  you  their  goals  and  will  reveal  a  level  of  information  you  need  to  determine  how  to   best  serve  them.  It  is  up  to  you  as   to  the  approach  you  want  to  take.TheSalesHunter.     When  using  the  short  question  approach.  continue  with  the  short  questioning  approach  by   asking.  By  doing  the   talking.   13 .  you  want  to  do  whatever  you  can  to  get  them  talking   • Second.

    Too  many  salespeople  who  sell  in  the  B2B  (business  to   business)  sector  seem  to  forget  about  the  fact  that  if  the   customer  they’re  selling  to  is  not  successful.  then   you’re  behaving  in  a  way  that  most   salespeople  fail  to  comprehend.     If  you  are  spending  time  discussing  with   your  customers  their  business.  you  have  to  recognize  and  embrace  that   your  customers  have  to  be  strong  and  healthy.Do  You  Talk  About  Your   Products?  Or  Do  You   Talk  About  Your   Customer’s  Business?   Sales  leaders  know  that  the  limited  time  they  have  with  a  customer  should   be  spent  talking  about  what  the  customer  is  most  interested  in.TheSalesHunter.     What  it  means  is  you’re  placing  the   interests  of  the  customer  ahead  of   yours.  and  when  you  do  talk  about   what  it  is  you  sell.     Take  a  few  minutes  to  ask  yourself  what  you  know  about   your  customer’s  business.  The  last   thing  you  want  to  do  is  to  sell  to  a  customer  who  can’t  pay   you.  you’re  doing  so  in  a   way  that  wraps  it  around  how  it  is   going  to  help  the  customer’s  business.    Ask   14 .  “When  was  the   last  time  I  had  a  solid  discussion  about  their  business?   Continued   Copyright  2013  Mark  Hunter    www.     It’s  not  that  you  don’t  talk  at  all  about   what  you  sell.  there  is  no   way  they  as  a  salesperson  will  be  successful  selling  to   them.     As  a  sales  leader.

    This  knowledge  will  quickly  work  its  way  into  all  of  your  discussions.     You  will  stand  apart  from  other   salespeople.    Very  quickly  you’ll  learn  insights  and  strategies  that  will  help  you  maximize   opportunities. Copyright  2013  Mark  Hunter    www.  let  alone   a  sales  leader.  but  also  with  other   customers.  who  the  typical   customer  can  usually  do  without.     The  beauty  in  having  this  type  of   discussion  with  your  customers   is  the  information  you’ll   learn.  not  only  with  the  customer  to  whom  you  are  talking.     The  end  result  is  simple  —  you’ll  be  seen  as  somebody  valuable.  which  in  turn  will  have   customers  sharing  with  you  even  more  information.TheSalesHunter.  and  they  may   actually  look  forward  to  meeting  with  you.I’m  a  firm  believer  that   unless  you’re  having   serious  discussions  with   your  customer  about  their   business  and  how  they  can   improve  it.  there  is  little   chance  you  will  ever  be  a   great   15 .

com   (402)  445-­‐2110 www. Decide today to walk with confidence. integrity and a life-long commitment to continual Copyright  2013  Mark  Hunter www. You won’t regret where that decision will take you! For a Free Weekly Sales Tip and other www.Facebook. visit   16 .Sales Leadership is possible for anyone dedicated to the profession of sales and the goals of their Mark  Hunter   “The  Sales  Hunter”   mark@thesaleshunter.Twitter.

Sign up to vote on this title
UsefulNot useful

Master Your Semester with Scribd & The New York Times

Special offer: Get 4 months of Scribd and The New York Times for just $1.87 per week!

Master Your Semester with a Special Offer from Scribd & The New York Times