Treasure Hunt
A Common-Sense Approach to Building a Successful Sales Career
by Michael Hinkle
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Pub Date Jan 30 2024 | Archive Date Jan 30 2024
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Description
Sales Isn’t a Rat Race…It’s a Treasure Hunt.
The question is…how do you get to the treasure? With over thirty years of sales experience—from owning his own business to commission-only roles—Michael Hinkle shares the mindsets and practices he’s used to cultivate a multimillion-dollar sales career. With a refreshingly straightforward and simple perspective on how to build a thriving sales career, he lays out the common-sense strategies for how nurturing relationships and building wealth go hand-in-hand.
In Treasure Hunt: A Common-Sense Approach to Building a Successful Sales Career, you’ll learn:
- The best practices for establishing a long-term sales career
- How to become a motivated Sales Hunter
- How to handle your first impression with a prospect
- How to bypass the “sales wall” put up by prospects
- How to build rapport with both gatekeepers and decision-makers
- How to develop the kind of trust which translates to deals
- How to navigate setbacks, mistakes, and disappointments
- How to build your personal brand and reputation as a problem-solver
Filled with engaging insights and real-life examples, Treasure Hunt guides you on a journey to make the simple mental and tactical shifts to cultivate sales success. Inside these pages are the common-sense tools to transform the average “salesperson” into a trusted expert who solves problems for prospects.
Advance Praise
"It has been a genuine pleasure to work with you, your passion, commitment of your time and your personal and professional levels over the past two decades that I have come to rely on. Your innate abilities have been unparalleled to myself and staff, an important part of our business team that will be missed. It is nice to know that you are committed to sharing your years of experience with others; there is nothing better than sharing this passion, for others to have the tools and direction to succeed. Thank you and good luck my friend for you and your “willingness to always go the extra mile.”
― Mario J. Gonzales, CEO And President, Gha Communities.
"What Michael has brought to our business over the years can be put into many categories including excellent service, extensive knowledge of his field, the ability to navigate his corporate environment to benefit his clients, and the willingness to go to bat for us in difficult situations. Those traits are why we have continued our relationship to this day. They are not, however, why we initially gave Michael our business that then led to more than a decade of us working together.
Michael was persistent. He called on our company for years before getting any business, showing up at the office at least once per month to say hi, drop off collateral, and ask if we needed anything. We never did. We had perfectly good relationships with other companies and their reps, and we were not looking forward to making a change.
That is until one day those relationships had soured, and we had a need. By that time, we had gotten to know Michael. He was knowledgeable, worked for a reputable company and never gave us a hard sell, just asking if he could help us with anything. It was not a difficult decision to make the call to bring him in and sit down to talk about the next steps.
Those next steps were, in hindsight, an extension of Mike’s sales philosophy. All the hard work put in over the ensuing years putting deals together and working through challenges and obstacles was Michael continuing to sell us his services. Not selling the services of his Fortune 500 employer, but on HIS services and how he could benefit our company. His services continue to benefit our company today."
― Dave Barisic, Principal, Brandywine Homes
