In this episode, I get the chance to interview Glenn Mattson, of Sandler Training. A sales coach and true sales professional working with top producers in the financial services industry, Glenn shares his expertise to help you reach your goals!
[:40] Jennifer introduces her guest for today — Glenn Mattson.
[2:20] Selling is all about mastering communication.
[4:20] Glenn shares the three key areas that salespeople need to know to go to market.
[8:10] It is easy to get thrown off-kilter in this business, because markets change so quickly.
[9:10] One of the pillars of success is responsibility — everything happens because of your action, or inaction.
[10:27] Glenn suggests for listeners to stop blaming outside forces, and stop making excuses.
[11:49] How you buy is how you sell — look at the way you buy to figure out your selling style.
[14:42] When a buyer and a seller meet, who has the upper hand? Why? Whoever has a plan, has the upper hand.
[17:29] Operating from a position of fear (fear of losing the opportunity), puts you at a disadvantage. You need to qualify the opportunity first.
[22:00] Jennifer no longer sends out Good Faith Estimates, and her conversion rate has increased from 15% to 87%!
[23:19] Providing benefit to the customer is one part of the equation, your tone in communication is another.
[27:42] What can a salesperson do in 60 seconds to get a commitment?
[31:42] What would Glenn like to share about procrastination in sales?
[33:56] Do not be afraid of failure. Do not be afraid of getting a 'No'!
[40:12] What are the top three challenges that are keeping salespeople from generating more revenue?
[45:55] You can't play the game, and watch the game on the field — get out there and do something!
[48:11] What is Glenn reading right now?
[50:01] Glenn leaves us with some advice to improve ourselves — put together a plan, and work towards your goal.
Mentioned in This Episode: