Treasure Hunt

A Common-Sense Approach to Building a Successful Sales Career

Michael Hinkle

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English

Advantage Media Group
30 January 2024

Management decision making; Sales & marketing management; Customer services

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 in 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.

By: Michael Hinkle
Imprint: Advantage Media Group
Country of Publication: United States
Dimensions: Height: 228mm, Width: 152mm, Spine: 11mm
Weight: 281g
ISBN: 9781642257397
ISBN 10: 1642257397
Pages: 188
Publication Date: 30 January 2024
Audience: General/trade , ELT Advanced
Format: Paperback
Publisher's Status: Unspecified

Acknowledgments Introduction Chapter 1 The Farmer And The Hunter Chapter 2 Treasure Hunting Basics Chapter 3 The Gatekeepers Chapter 4 Nurturing Relationships Chapter 5 Overcoming Objections Chapter 6 Building Your Sales Business Chapter 7 Owning Your Reputation Chapter 8 Don’t Follow The Crowd Chapter 9 Nuances Within Sales Chapter 10 As Your Business Grows

MICHAEL D. HINKLE is the Founder of JBI, a Los Angeles-based sales consulting and coaching business, with a specific interest in teaching sales professionals to becomes Sales Hunters and create business opportunities from scratch. His three decades in sales have included twenty-plus years with a Fortune 500 company, where he rose to become a Vice President while continuing to manage a productive sales pipeline and foster client relationships. As a husband and father to three grown children, he loves to recharge through travel and has a long history of volunteering with Boy Scouts of America, Home Aid, and various youth sports boards.