S4N 009 Matthew Pollard

1:04:54
 
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Manage episode 169861477 series 1273716
By Discovered by Player FM and our community — copyright is owned by the publisher, not Player FM, and audio streamed directly from their servers.
  • How he taught himself to sell, including the steps of the sale, how to turn features into benefits, and how to close.
  • How he taught his team to sell.
  • "People hate to be sold to, but people love to buy."
  • Why if you're doing too much "hard core selling", your message isn't right.
  • Why introverts have a long term advantage in sales versus most extraverts. (And how to take that advantage.)
  • Why he puts the message first, even before the audience.
  • Why you need to turn features into benefits, and benefits into stories.
  • Why stories are so important.
  • What can I do above and beyond the core functional skills/services/products to give my customer an amazing experience.
  • Why you don't want to spend tons of time writing "educational" proposals-- it not only wastes your time, it decreases your chances of winning.
  • If you confuse the customer, you lose the sale.
  • Practical steps on niching, including a real world example (and a meta-example of Matthew's storytelling).
  • Why our brains are overwhelmed by input and we have to focus.
  • Focus on the people who love what you do-- not the people you can never make happy.
  • Most people have been motivated by fear of not having enough money for most of their lives. They have a set of goals that are driven from here.
  • Why if you do what you love, there's always more energy (as shown by Matthew in this interview after getting 4.5 hours of sleep).
  • The mistake people make in underestimating themselves.

33 episodes available. A new episode about every 23 days averaging 55 mins duration .