A Mind for Sales

About the Author

Mark Hunter is a renowned sales expert with a career that spans over three decades. After working successfully for two global companies in sales and marketing, Hunter transitioned into consultancy, speaking, and authorship in 1998, branding himself as “The Sales Hunter.” His vast experience has led him to collaborate with major corporations like BP, Sony, Kawasaki, and Lenovo, and his influence has extended to more than 25 countries on five continents. Hunter’s mission is to help salespeople and companies identify and retain better prospects, enhancing their ability to sell effectively without relying on discounts.

Main Idea

A Mind for Sales by Mark Hunter is a comprehensive guide designed to transform the mindset and habits of salespeople, leading to greater success and fulfillment in their careers. The book emphasizes that sales is not just a job but a lifestyle. By developing the right mindset and daily habits, sales professionals can achieve remarkable results, build meaningful customer relationships, and experience the rewarding aspects of a sales career.

Table of Contents

1. Section I: Your Mind Drives Your Success
   • Mondays Are For Selling
   • Your Monday Mission
   • It Is All About You
   • Sales Is Not Your Job; Sales Is Your Lifestyle
   • Annual Goals Are Just the Starting Point
   • Being Passionate About Sales Is What Your Customers Expect
2. Section II: Your Greatest Assets
   • Your Three Greatest Assets: Your Time, Your Mind, Your Network
   • Protecting Your Time: Discipline Is a Virtue
   • Your Network Is Your Best Investment
   • Sales Is Not a Solo Activity; It’s a Team Sport
3. Section III: Minefields and Mind Traps
   • Apps and Hacks Don’t Control You. You Control Them
   • Social Selling Is Neither Social Nor Selling
   • Sales Is Not a Numbers Game; Sales Is a Quality Game
   • Your Pipeline Needs to Be a Water Faucet, Not a Sewer Pipe
4. Section IV: Don’t Let Your Customers Control Your Mind
   • Speed Sells. Simplify the Process
   • Asking the Tough Questions
   • The Value of Hearing “No”
   • Not All Prospects and Customers Are the Same
5. Section V: The Future of Sales
   • You Do Not Close a Sale; You Begin a Relationship
   • Next-Gen Sales

Section I: Your Mind Drives Your Success

Mondays Are For Selling

Hunter starts by stressing the importance of Mondays in setting the tone for the entire week. He urges salespeople to tackle Mondays with energy and determination, as this day reflects their commitment to their profession. By approaching Monday with the right attitude, salespeople can distinguish themselves from the competition and demonstrate their eagerness to help clients.

"Your desire to use Monday to get organized is an excuse for your lack of desire to engage with customers." – Mark Hunter

Your Monday Mission

Hunter outlines a strategy for reducing stress and maximizing productivity by planning the week ahead on Sunday. He emphasizes that most stress is self-induced and can be managed by focusing on controllable factors. By scheduling specific activities and calls, salespeople can start the week with a clear plan and avoid using Monday for mere organization.