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, however, I learned a couple tricks from some of them. The great thing about these concepts is that they are beneficial and helpful for both the buyer and the seller. These concepts are not meant to be used with the typical “scripted” sales pitch, they are meant to create a sense of honesty and transparency within the sales conversation.
- Concept #1: You must learn to fail to win – go after failures and learn from them!
- Concept #2: Don’t spill your candy in the lobby – save the magic for the right time
- Concept #3: No mutual mystification – ensure an understandable and clear message/communication
- Concept #4: A decision to not make a decision – give people the freedom to say no
- Concept #5: Never asked an unasked question – don’t unnecessarily box yourself in with extra fluff
- Concept #6: Don’t buy back tomorrow the product or service you sold today – close it off or move on
Although all these concepts are very helpful and necessary for a successful and natural sales conversation, I’d have to say that my personal favorite is #2. Having a modest approach with a great solution is a very powerful combination. Not only because your magic will really surprise and gain a listener’s interest, but also because the modesty, in the beginning, establishes a sense of trust, honesty, and integrity.
BoweryJE22
Concept #3 to me is one of the most important ones. It sticks out to me because I have seen this ruin sales and conversations first hand, multiple times. It is so easy just to assume what needs to be done or what other people are thinking. We really need to take the time and feel out the situation, ask questions and make sure everyone is on the same page. This concept should be kept in mind not just for sales conversations, but day to day life.