011: Matt Nettleton | What You Think You Know, Can Kill You

Full Notes

https://www.salestuners.com/nettleton/

Takeaways

1. Be Professionally Curious: The things you don’t know in sales won’t kill you… it’s the things you do know, that just aren’t so, that will. Don’t skip past the ‘what’ cycle of questioning. Starting basic can help gain key understandings to build a strong foundation before digging deeper.
2. Provide Context to Content: There is a ton of information available to prospects. The job of the salesperson is not to provide information, but rather context. Prospects have access to more content than ever before, but sales people have more context in their area of expertise than a prospect should or could ever develop. Sharing the context is essential.
3. Understand People: Learn how to adjust yourself to address the person you’re selling to. There are many indicators in every conversation that illuminate the personality type of the person you’re communicating with. Is their preferred communication style visual, auditory, or kinesthetic? What is their DISC profile? Unlocking these concepts can drastically improve your sales process.

Book Recommendation

• Atlas Shrugged by Ayn Rand

Sponsor

• Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.