Matt Nettleton (@mattnettleton), Managing Partner, Chief Sales Officer at Sandler Training, launched his career selling vacuums door-to-door. He quickly found out he was allergic to dust and dander, which,as you can imagine, is inherent to the demonstration. Instead of quitting, he innovated by truncating the presentation from the company average 2.5-hours to just 30 minutes and closed every single sale to win a scholarship as the best salesman in three states. Needless to say, he found his calling.
Matt is professionally curious when engaging with prospects. Not only does he ask a lot of questions, he asks them intentionally and sequentially starting with the basics. Where some might say this makes him look unprepared, Matt always seeks permission to cover the fundamentals, something a lot of salespeople skip over.
It’s Matt’s belief, the role of sales professionals is not to provide answers – that’s what Google is for. He says salespeople have to help a prospect discover what content is relevant and impactful to their business by providing context, something he calls a “major shift.”
He understands to communicate his value he must first know the actual person he’s connecting with. Beyond the industry of the prospect or the product he’s selling, Matt seeks to understand the way the way a person thinks based on their DISC profile and their primary sensory dominance — are they visual, auditory, or kinesthetic?
- 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.
- 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.
- 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.
- Atlas Shrugged by Ayn Rand
- 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.