Jack Killion

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Be a Generator. Learn to Hunt

Every organization includes two types of producers: advisers and associates – Hunters and Gatherers.

Hunters represent approximately 20 percent of advisers and associates, but consistently produce 80 percent of the new business in a firm! Why is that? Well, if you study the hunters' habits and traits, you'll discover they have seven characteristics in common.

It all starts with your network and your ability to build the trusting relationships that generate positive, rewarding results. Study the hunter, adopt the hunter's behavior and become a generator!

  • Hunters are prepared. They invest time in uncovering prospects and bring the right ideas to the meeting. They believe spectacular achievements are the result of unspectacular preparation.
  • Hunters are relationship builders. They know that all things being equal, prospects buy from the sales rep they know, trust and like. More importantly, they understand that all things NOT being equal, buyers do the same thing -- they buy from sales reps they know, trust and like.
  • Hunters work at the right things. They focus on those few sales activities that are attainable and make a clear difference in the lives they touch.
  • Hunters always have a sales call objective. Intention creates a "bottom line result" as they enter every selling situation.
  • Hunters ask probing questions. They ask the right questions -- the questions that arouse interest with prospects. They develop questions that uncover solutions and needs that generate a desire to purchase.
  • Hunters talk to the decision makers. They demand respect and deliver the message to the appropriate decision maker. They do not want to give their presentation for practice.
  • Hunters manage the buying process. They present solutions that move the prospect to a decision to buy.
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Jack Killion Interviewed by Steve Adubato
Jack Killion Published in New York Law Journal

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