sales mentoring, value, sales coaching, sales techniques
Over the years I have told every salesperson that I have trained that once you have made contact with the client you need to stand and walk around. I found that they were more interesting to listen too, more creative and have a better chance of making a connection with the client than when sitting down. A recent study from Stamford University has now proven it with real science. If you are a sale person that Read More
Posted by Matthew Whyatt
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sales mentoring, value, sales coaching, sales techniques
I believe that the phone is the single most powerful tool in making a personal and impactful connection with your potential clients outside of being face to face. If you caught my previous blog post I was recounting to you the worst sales call I had ever encountered and that got me thinking.  I wrote about the key elements that the person did wrong in the 32 seconds that the call lasted.  In the next Read More
Posted by Matthew Whyatt
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sales mentoring, value, sales coaching, sales techniques
Thank you random call center person I now have a recent example of crappy sales technique that I can deconstruct and then in future posts offer my ideas on how this call could be fixed. So here is the situation that happened today. The person called me and said “Hello is this (My Mobile Number)?”(Being the number they just called on). Then they said they are from the (telephone company) do you have time? I Read More
Posted by Matthew Whyatt
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sales mentoring, value, sales coaching, sales techniques
13 April

Is Selling Evil?

I love Sales and Marketing. [recommendation] – Joe Polish he and Dean Jackson have a weekly podcast in which they give away so much marketing and selling information that it has been said by some listeners ( over 200,000 world wide) that they get more real life usable ideas from their podcast than a marketing degree. Hey, when you get to the magic 9 word email you will reject it like I did then I thought hey Read More
Posted by Matthew Whyatt
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After spending almost $1,000 at a Marine fish shop in Mermaid Beach last week I had a question so I called the guy in the afternoon, introduced myself and asked how are you? He said 1 word Busy. I had only 2 hours earlier been in the shop and I get a one word grunting answer when I could be calling to spend even more money? F*&% him there are plenty of other shops I Read More
Posted by Matthew Whyatt
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sales mentoring, value, sales coaching, sales techniques
27 March

Voodoo sales

I have seen it a lot of high performing sales people in my career.  These guys and girls who are on top of the sales board seem to be blessed with good clients, amazing timing and quick sales. Is it luck? Is it skill? is it Voodoo? Well, it is attitude. What attitude is that? and how do you develop it? I have often asked a sales person to act as if they didn’t need Read More
Posted by Matthew Whyatt
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sales mentoring, value, sales coaching, sales techniques
21 March

Let it go.

Last year when I was wrestling with the fact that my business that I had owned for 14 years needed to be put down. I had a lot of dark days. I could not get out from under it and think creatively. So I got in to it I went back on the phones selling. I made some sales but the cancer had taken hold. I knew mentally that the business needed to go through Read More
Posted by Matthew Whyatt
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sales mentoring, value, sales coaching, sales techniques
When asked about a pay rise I try to have a sales person workout how they can add more value seeing as it will cost me more money to have them there. The comment is: “Your pay rise will become effective the moment you do” So think about the company goals and help them get there. Simple. Matthew Read More
Posted by Matthew Whyatt
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