How to Make Sales Training Work for You. With Glenn Mattson. #305
My guest on this episode of Accelerate! is Glenn Mattson, President of Mattson Enterprise, Inc., a Sandler Training Consulting and Training firm. Among the topics Glenn and I dig into in this episode are why most sales training is not effective in producing improved performance, how to understand emotional drivers of behavior change, and why sales training that doesn’t focus on personal change is pointless.
Click to tweet: How to accelerate your sales results through personal change with @SandlerGMattson now on #accelerate!
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KEY TAKEAWAYS
[3:10] Glenn describes the emotional drivers that cause people to purchase are based either on pain or gain; not on benefits and features.
[5:10] Glenn shares why salespeople spend an awful lot of time and an enormous amount of resources chasing accounts that are not qualified and will not close.
[5:49] Glenn describes the three stages of sales -- Building Relationships, Qualification, and Closing-- each broken down into further steps.
[6:05] Why you need to learn the emotional drivers -- of the company, and of the individual contact -- during Qualification.
[8:10] The importance of proof of concept trials. If the buyers are looking for something you can't deliver, why continue through the process?
[8:33] Learn the Ultimate Contract Question for buyers
[20:50] If sales training were just a knowledge problem, people could read the book, and next thing you know, they should be able to do whatever they need to do. Glenn shares why training doesn’t work that way.
[24:02] Glenn shares why sales training is not a knowledge problem, but a behavior challenge.
[26:35] 70% of each of your sales calls should be listening, not talking.
MORE ABOUT GLENN MATTSON
What’s your most powerful sales attribute?
My ears and my ability to ask the right questions.
Who is your sales role model?
David Sandler.
What’s one book that every salesperson should read?
Scripts People Live: Transactional Analysis of Life Scripts, by Claude Steiner.
What music is on your playlist right now?
Lynyrd Skynyrd, AC/DC, and Led Zeppelin.
Accountant | Small Business Accountant | Management Accountant | CPA Accountant | Virtual CFO | CFO | Sydney
8 年Interesting read. Thanks.
Best selling author - Helping you to transform the way you sell to grow revenue at higher margins, and drive better customer outcomes.
8 年Andy Paul, Thanks for the interview with Glenn Mattson - great value.
Entrepreneur-8 Exits ?? Linguist ?? Wordsmith ?? TheGoldCall.com??
8 年I've known Glenn for nearly 30 years. He is one of the most effective sales professionals I've ever met.