Nan Hruby is the founder of HNH Sales Consulting in Saginaw, Michigan. Nan founded HNH Sales Consulting to bring sales professionals a modern approach to selling successfully in today's sales landscape. Nan has 25 years of prior sales experience in both the healthcare and real estate industries. Nan provides sales training, coaching and sales consulting in the Great Lakes Bay Region. Nan has been a speaker and teacher in universities, corporations, and public venues sharing her experience in sales with a multitude of sales professionals from many industries. Nan is a graduate of Northwood University with a Bachelors degree in Business
Administration, a graduate of Florida State University Professional Sales Program, and is certified in Critical Selling Skills by Janek Performance Group, NASP, and is a certified corporate trainer. Nan has been published in the National Association for Sales Professionals, as well as Inc magazine. Nan is currently writing a book on sales techniques.
Sales rejection and objection; does it matter which comes first? In sales, these two emotions keep 90% of salespeople from prospecting. Our fear of rejection may have begun in the distant past when being rejected by your tribe meant you were kicked out of the cave and the T-Rex’s next meal. Baptism by Fire Maybe […]
Read more8 Ways to Let Go of Prospects Clogging your Sales Pipeline Ever have a prospect that hangs around like the massive burger you ate three days ago? Clogging your sales pipeline by taking the precious time you could be spending on candidates that will buy? We all know that breaking up is hard to do. […]
Read moreThe old way of selling is no longer sufficient for growing your business. Today’s customers are savvy and informed about the value, options, and services available in the market. Everything is transparent due to the Internet of Things. So, what can you do to rise above the noise of advertising, marketing, and the all-knowing internet? […]
Read moreIf you find you are working harder, yet not seeing results, it may be time to assess your sales activities. It pays to look at the quality versus quantity of your sales calls. Don’t Half-Ass It Are you taking enough time to educate, inform, and advise customers about different options, or are you half-assing it […]
Read moreThings I Wish I Knew Before I Went Into Sales In the early days of my sales career, I recall on-the-job training. Education consisted of a one-day class on the product I was selling. The next day I showed up for work and the supervisor looked at me and said, “Go Get Em Tiger.” I […]
Read moreWe have all been there. The prospect seemed to be interested in what we had to offer, then poof! They disappear faster than a rabbit in a magician’s act. The chase is on! We call, text, email, send a letter, send the swat team. Anything to get a response! The following are seven ways to […]
Read moreWorking in sales is a grind. Keeping your focus and meeting your quota month after month can take its toll. The ups and downs of sales can feel like a rollercoaster. Each dip is a disappointment, and each high is elation. There are ways to make the ride a bit more even. The following are […]
Read moreThe sales process often requires many unusual twists and turns. Our original intentions and planning often turn into something much different by the end of a sale. From my experience, the key to success in modern-day sales is creativity. Here are 6 simple, but often overlooked, areas you can practice creative selling. 1. Move From […]
Read moreIf you haven’t seen Columbo, it’s a classic television show about a homicide detective with the Los Angeles Police department. His ability to pull the truth out of the individuals he interrogated right before he would leave the room was what made him special. Although not a salesperson, there are many sales lessons learned from […]
Read moreEmpathy. The ability to gain a greater understanding of another’s worldview. Empathy is different from pity or feeling sorry for someone. Empathy is more profound in its emotional impact. Leading with empathy in sales creates a foundation for trust and understanding. Here are 4 ways you can practice customer empathy in sales. Better Understanding Through […]
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