Matt Miller Sales Training for Fundraising
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How to Sell Fundraising with Matt Miller #52

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Matt Miller Sales TrainingFundraising Sales Tips

In this episode we meet Matt Miller,  the owner of  School Spirit Vending, a company that provides fundraising services for schools.

Matt spent the first 9 years of his career as an Air Force pilot, before entering the corporate world to work at both Abbott Laboratories and Valassis. While a top performer for both companies, his long term desire was to start a business and be his own boss.  A good friend one day mentioned the gum ball machines he and his young daughters owned, and that conversation began a 10 year business quest that became School Spirit Vending.

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Sales Training For Distributors

In this episode Matt shares how he trains his distributors on sales.

  • Most of his teams do face to face selling.
  • They do trade shows as well as  door to door cold calling.
  • They have a limited list of prospects, they are all schools.
  • His typical pitch to prospects speak only benefits “it’s not stickers or school spirit, we sell hassle free fund raising!” 
  • The pitch includes “The schools jobs is be an educator, not a fund raiser.  Our benefit is we do it all. It’s a very simple system that requires very little effort on your part.”
  • Very rarely do they have a scheduled appointment/presentation. It’s a one call close.
  • The value is clear, they either agree or not.
  • Referrals are very important in Matt’s business. Schools share their success with others.
  • His distributors are hesitant to close. The biggest thing to do is to ask for it.
  • This is a typical close “Hey listen I already have some equipment in stock, I’m going to be out in your area next week, why don’t we get you started? 
  • A typical objection revolves around them needing to talk to someone else. He always finishes the meeting with “That’s great, I’m sure you will have no issue once you talk it over , when would be a good time for me to get back to you?”
  • Often times his distributors are not working enough leads to fill their pipeline.
  •  Sales is a numbers game. You need  10-20 times the number you hope to close in your pipeline.

Fund Raising Sales Resources

According to Matt, School Spirit Vending, is  the cutting edge of both the vending and school fundraising industries. He says “School Spirit Vending’s Hassle-Free fundraising program is helping schools in 23 states raise money in it’s own unique way.”

Websites:

Social Media:

Sales Training

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