sales mentoring, value, sales coaching, sales techniques
There you are, you’ve got a client and you feel that they’re a good fit. You’ve done all your work; you’ve answered every question they possibly could have asked. You think you’ve done a good presentation, and at the end of it, the client says: “I’ll think it over.” So what happened? What does that really mean? Has a client ever really said to their wife in the evening, “Hey darling, dim the lights, take Read More
Posted by Matthew Whyatt
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sales mentoring, value, sales coaching, sales techniques
Traditional/legacy sales people can be identified in a matter of seconds. All you need to do is wait.  Wait until they start talking and talking and talking ad nauseam and after answering a slew of questions from the client and spewing features and benefits at a speed that would make Eminem proud they report back to the boss that it was a great presentation and the client is interested. But in all likelihood the client Read More
Posted by Matthew Whyatt
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sales mentoring, value, sales coaching, sales techniques
  Conversation with a stranger is up there on the ‘scariest thing ever’ list for a majority of the population.  A recently concluded study found that in its nationwide sample a full 74% of people were confirmed sufferers of speech anxiety or Glossophobia/Sociophobia. Speech anxiety is usually ranked above escalators, deep water, insects and even death in the ‘Worst Human Fears’ index. So there’s a pretty good chance that the butterflies in your belly before Read More
Posted by Matthew Whyatt
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Sales Mentor
In today’s world there are thousands of sales training seminars and workshops that promise to catapult you to super stardom. The problem with nearly all of these training sessions is this: They, like a can of red bull give you short term results and often do more damage in the long run. The techniques and motivation are often way too general and quickly forgotten. As a matter of fact, research says that 87% of information Read More
Posted by Matthew Whyatt
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Sales Tug of War
Don’t Make This Common Mistake! “Do you have any questions?”…….. This is the standard and terrible way that a lot of sales conversations start. The retail equivalent is “Hi, Can I help you?” We, as buyers have been programmed by every sales interaction and salesperson we have ever encountered to fend of these feeble attempts at engaging us in such a pre-programmed way that even when we do need help, or do actually have questions, Read More
Posted by Matthew Whyatt
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sales mentoring, value, sales coaching, sales techniques
I am sure you have heard that the sales profession is a dog eat dog world and only the tough survive. This is only partially true. It’s the sales person and their attitude to the challenges that are presented on a day to day basis that will win the day. But how does your attitude affect your success? To understand how your attitude determines your altitude and overall success, you must understand the definition of Read More
Posted by Matthew Whyatt
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sales mentoring, value, sales coaching, sales techniques
You don’t get a second chance at a first impression Making a good first impression is vital if you wish to develop a good long term relationship with your clients. Recent studies have shown that you only have one tenth of a second to form a positive impression based on body language and only three minutes to develop this first impression based on conversation. New evidence suggests that the rise of social media has made Read More
Posted by Matthew Whyatt
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sales mentoring, value, sales coaching, sales techniques
  Over the last 20 years I have been a sales person, business owner and entrepreneur. During that time, I have seen companies languish and others soar.  I was recently asked what the difference was between the two. Was it the product? Was it the marketing? Was it the market or the economy? All of these are in the mix but the most important success factor that separated the successes and the failures was that Read More
Posted by Matthew Whyatt
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sales mentoring, value, sales coaching, sales techniques
You may remember that I interviewed Bob Urichuck, Founder of Velocity Selling and Globally Ranked Sales Guru for My Sales Podcast that I was starting. I then published a couple of more Blogs and then went silent.  I can now reveal why….. Bob and I have had dozens of conversations in the last few months and he has asked me to become the new CEO of Velocity Selling. Velocity Selling is a non traditional sales system that Read More
Posted by Matthew Whyatt
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lessons from a salesman
Let me walk you through a day in the life of a Kirby vacuum salesman Read More
Posted by Matthew Whyatt
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