Sales Success Triangle with Glenn Mattson #187

In this episode we describe the sales success triangle. It’s based on Attitude, Behavior and Technique. Our guest Glenn Mattson is a business consultant and sales coach. Glenn speaks from experience on the issues sellers commonly face and things they can do to find selling success.

Selling Personalities

Gabby people aren’t necessarily the best sellers. Yes they are good at connecting and initiating conversation. But sometimes they are too bound to seek for approval. They struggle with the follow up and closing aspects of sales.

Introverts and techy people, can be extremely successful in sales because they are process oriented, they follow a system nor do they wing it. More introverted sellers don’t care if people like them, they handle rejection better.

Issues top sellers face

We discussed at length the problems, concerns and barriers to success. Glenn mentioned:

Attitude
Lack of Patience
Guilt
Worry
Anxiety
Risk Adverse
Poor Discipline
Poor Planning
Non-Tactical
Poor Listening
Weak Questioning
Reduce cost of sale

The question is this, how to maximize your time and energy for more business?

Sales Success Triangle

According to Glenn it’s Attitude ,Behavior, and Technique. Attitude is most important: For example you earn exactly what you think your worth. You call the people you think you’re equal to. He recommends that you increase your average deal by 10% every 60 days. Next deal with your limiting commitment. Some people say all the right stuff but don’t do it. They have an ocean of excuses.

Take Action Advice

Two pieces of advice:

Live in a world of execution
Don’t fear failure. The more you fail, the more you learn and the more you earn

How to Connect

You can find him here www.mattson.sandler.com

or call 631 726-3537

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Below are other past episodes that discuss ways to hone your craft of sales. Listen today!