The Core Concepts – Mattson
Stephen Weaver For this post, I wanted to review and discuss the six core concepts by Mattson. I was familiar with a few of these concepts before taking sales in the startup,…
Stephen Weaver
Improv! – ft. Michael Scott
During his time as the regional manager for the Dunder Mifflin Paper Company, Michael Scott was also a member of the town improv class. Unfortunately, I couldn’t find direct footage…
Being a Problem Solver vs. Problem Finder
Before the internet (in most cases), good salesmen were very focused on demonstrating their problem-solving ability to the customer. They were focused on demonstrating how their product/service solves this specific…
The Importance of Clarification
Getting a phone conversation, let alone a face-to-face meeting, with a prospective customer is tough enough. Everyone is on a schedule and trying to make the most out of their…
Definition #3 – Pink on Sales
Human Emotions: Figure out how to depressurize the situation. Asking the right questions, touching on certain issues, showing concern and care, logically thinking through an obstacle. There are many occasions…