{"id":4619,"date":"2018-05-14T08:02:01","date_gmt":"2018-05-14T08:02:01","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=4619"},"modified":"2018-05-14T08:02:01","modified_gmt":"2018-05-14T08:02:01","slug":"the-core-concepts-mattson","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/the-core-concepts-mattson\/","title":{"rendered":"The Core Concepts &#8211; Mattson"},"content":{"rendered":"<p>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 \u201cscripted\u201d sales pitch, they are meant to create a sense of honesty and transparency within the sales conversation.<\/p>\n<ul>\n<li>Concept #1: You must learn to fail to win \u2013 go after failures and learn from them!<\/li>\n<li>Concept #2: Don\u2019t spill your candy in the lobby \u2013 save the magic for the right time<\/li>\n<li>Concept #3: No mutual mystification \u2013 ensure an understandable and clear message\/communication<\/li>\n<li>Concept #4: A decision to not make a decision \u2013 give people the freedom to say no<\/li>\n<li>Concept #5: Never asked an unasked question \u2013 don\u2019t unnecessarily box yourself in with extra fluff<\/li>\n<li>Concept #6: Don\u2019t buy back tomorrow the product or service you sold today \u2013 close it off or move on<\/li>\n<\/ul>\n<p><img decoding=\"async\" class=\"alignleft lazyload\" data-src=\"http:\/\/www.cilt.uct.ac.za\/sites\/default\/files\/image_tool\/images\/83\/Orange%20only%20core%20concepts.png\" alt=\"Image result for core concepts image\" width=\"83\" height=\"123\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 83px; --smush-placeholder-aspect-ratio: 83\/123;\" \/>Although all these concepts are very helpful and necessary for a successful and natural sales conversation, I\u2019d 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\u2019s interest, but also because the modesty, in the beginning, establishes a sense of trust, honesty, and integrity.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>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 [&hellip;]<\/p>\n","protected":false},"author":182,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-4619","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/4619","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/182"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=4619"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/4619\/revisions"}],"predecessor-version":[{"id":4621,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/4619\/revisions\/4621"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=4619"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=4619"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=4619"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}