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Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
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Nov 14, 2016

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.

 

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.

 

CONTACT GLENN MATTSON

Contact Glenn: glennm@sandler.com

Website: www.mattson.sandler.com

Phone: (631) SANDLER (726-3537)

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