Intentional Selling: How to Plan for Sales Productivity

November 4, 2015 by

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Intentional Selling: How to Plan for Sales Productivity

This is Episode 54 of This Old New Business weekly business podcast with Jeff Korhan.

In this episode, we chat with international selling expert Mark Hunter to discuss how intentional selling results in greater sales productivity.

Mark Hunter is known as “The Sales Hunter” because of his global reputation for helping sales teams and sales professionals find better prospects and close them at a higher price. He is the author of High-Profit Selling and watch for his next book in 2016, High-Profit Prospecting.

Understand the Balance of Time and Money

Intententional Sellling: How to Plan for Sales Productivity In every selling situation, there is a connection between time and money. For example, a buyer searching the web for the “best” option has an immediate need and is ready to buy. They will very likely pay more to get the product to satisfy their time agenda. Conversely, buyers that are in no hurry will expect a discount.

Intentional selling requires having a predictable plan for discovering the buyer’s:

  1. Critical Need: The buyer needs to articulate it.
  2. Time-Frame: Is the need near-term?
  3. Value of Money: Serious buyers pay for value.
  4. Decision-Making Authority – Always work with decision-makers.

According to Mark Hunter, if all four items score favorably, the seller has a viable prospect and should move quickly to close the sale; that’s the intentional plan for increasing sales productivity. When sales professionals are intentional, they learn to invest their limited time with fewer prospects, the ones with a valid near-term need and realistic value of money.

I’d love to hear your thoughts on intentional selling? Meet me over on Twitter to take the conversation further.

Lighting Round Tips and Advice

Mark’s Top Sales or Marketing Advice – Make sales phone calls at 2 minutes before and after the hour. Mark says his calls are often answered because the busy executive is frequently in the office at this time between scheduled meeting, and they don’t waste time doing the cleaning in the office, that’s why they use a commercial cleaning company in Edmonton a couple days a week.

His Favorite Productivity Tip – Mark advocates breaking the day into, and staying focused on results during 20 minutes time blocks. This is very similar to the popular Pomodoro Technique.

A Quote that has Inspired Mark’s Success – “Help people see and achieve things they didn’t think were possible.” (Mark’s personal mantra).

Key Take-Aways

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About the Author:  Jeff Korhan, MBA, is the author of Built-In Social: Essential Social Marketing Practices for Every Small Business and host of This Old New Business podcast.

He helps organizations use media to create exceptional customer experiences that drive business growth in a digital, social and global world. Connect with Jeff on LinkedIn, Twitter, Facebook, and Google+