Podcast appearances and mentions of glenn mattson

Guest’s Background: President of Mattson Enterprise in New York. The company provides on-going support, reinforcement and networking through an alliance of business and sales professionals. Glenn helps individuals who are on their own, or part of a larger organization, overcome the roadblocks keeping them from reaching their definition of success. He feels if you know the “Why” you can overcome the “How.” Glenn follows a simple process of defining where his client wishes “to be” in comparison to his/her current “as is” status. Website: www.sandler.com System Steps: Step 1: Bonding rapport. Step 2: Upfront contracts. Step 3: Emotional drivers. Step 4: Budget. Step 5: Decision-making process. Step 6: Presentation/Fulfillment. Support the show.

This is a special bonus episode, a look back at this year's Sandler Summit and one of our opening keynotes by Glenn Mattson, Sandler trainer from New York City, talking about success. Many people, when asked about their success, can't pinpoint one thing that had the greatest impact on their success. Come learn how to accelerate your growth and how to achieve success by design. This session isn't an ivory tower presentation filled with theories. You will experience a high energy, fast-paced session filled with real-world, time tested strategies and tactics that Glenn has successfully used to transform people and their businesses. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

This is a special bonus episode, a look back at this year's Sandler Summit and one of our opening keynotes by Glenn Mattson, Sandler trainer from New York City, talking about success. Many people, when asked about their success, can't pinpoint one thing that had the greatest impact on their success. Come learn how to accelerate your growth and how to achieve success by design. This session isn't an ivory tower presentation filled with theories. You will experience a high energy, fast-paced session filled with real-world, time tested strategies and tactics that Glenn has successfully used to transform people and their businesses. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

This is a special bonus episode, a look back at this year’s Sandler Summit and one of our opening keynotes by Glenn Mattson, Sandler trainer from New York City, talking about success. Many people, when asked about their success, can’t pinpoint one thing that had the greatest impact on their success. Come learn how to accelerate your growth and how to achieve success by design. This session isn’t an ivory tower presentation filled with theories. You will experience a high energy, fast-paced session filled with real-world, time tested strategies and tactics that Glenn has successfully used to transform people and their businesses. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Enroll yourself in our video self-study online courses at: https://shop.sandler.com/category/online-courses

  Sales management is difficult but vital to the operation of any sales staff. If you aren't practicing the best management techniques you could see your staff's morale and closing rate fall through the floor. Listen to our tips and advice from sales management expert Glenn Mattson help get you in the right gear. This is a Sell or Die classic episode. Maybe you missed it the first time around. If you didn't, listen again. Repetition is the mother of mastery. {Originally Published January 13th, 2017} This episode is brought to you by, The Why and The Buy, hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts. On today's show... 05:13 - What are the two biggest reasons why your reps aren't making quota? 16:10 - Visiting the classroom at the Gitomer Learning Academy 21:59 - Why do talented salespeople fail? 27:51 - Why is hiring a good salesperson so difficult? 32:52 - "If they want to stay on the mind of functional leadership, then you need to have functional leadership on a 15 to 18 month wheel" - Glenn Mattson on functional leadership  FREE E-BOOK: WHY PEOPLE BUY Figuring out why people buy, is a thousand times more powerful than knowing how to sell. This eBook will give you the insight that will allow you to uncover the genuine buying motive of your customer, every time.  Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show! Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy  

Glenn Mattson, Sandler trainer and course instructor, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in financial services. Get the best practices collected from around the world for selling insurance, investments, and financial planning.  Enroll yourself in our video self-study online course, New Advisor Launch Accelerator, at: https://shop.sandler.com/online-courses/new-advisor-launch-accelerator  The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell  

Glenn Mattson, Sandler trainer and course instructor, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in financial services. Get the best practices collected from around the world for selling insurance, investments, and financial planning.  Enroll yourself in our video self-study online course, New Advisor Launch Accelerator, at: https://shop.sandler.com/online-courses/new-advisor-launch-accelerator  The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell  

Glenn Mattson is President of Mattson Enterprise Inc., a Sandler Training® consulting and training firm specializing in sales and management productivity and effectiveness.. Glenn helps individuals who are on their own, or part of a larger organization, overcome the roadblocks keeping them from reaching their definition of success. He feels if you know the "Why" you can overcome the "How." Glenn follows a simple process of defining where his client wishes "to be" in comparison to his/her current "as is" status.

Glenn Mattson, Sandler trainer and course instructor, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in financial services. Get the best practices collected from around the world for selling insurance, investments, and financial planning.  Enroll yourself in our video self-study online course, New Advisor Launch Accelerator, at: https://shop.sandler.com/online-courses/new-advisor-launch-accelerator  The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell  

Glenn Mattson is the CEO of Mattson Enterprise Inc., a consulting firm specializing in sales and management productivity and effectiveness. He leads a team of consultants who provide solutions to agency leaders and sales people facing the challenges of achieving extraordinary success in highly competitive and overcrowded markets. He is also a successful keynote speaker, a gifted and respected platform trainer and author. His true passion, however, is coaching which allows him to help his clients understand where they are going and how best to get there. In this episode, Aviv and Glenn discuss the myriad of ways to achieve, measure and sustain success. They talk about the importance of embracing challenges, setbacks and failures, as they are part of life and contain tremendous lessons for personal growth. Glenn identifies three interconnected factors that influence success: attitude, behavior, and technique. Attitude drives behavior and allows techniques to be utilized. Glenn details the processes he uses to help clients absolve and rescript their negative beliefs to catalyze meaningful change. Aviv and Glenn also broach the affinity addiction and workplace issues that can arise from the need and desire to be liked. They urge listeners to combat this by building self-esteem and working hard to gain respect through leadership, contributions, and values. Finally, Glenn shares his philosophies on growth motivation and the tactics that can lead to positive change in organizations. 01:13 – Introducing Glenn Mattson 02:01 – Services that Mattson Enterprise provides 02:42 – Glenn discusses his passion for coaching 03:49 – Three pillars of success: attitude, behavior, and technique 06:12 – The affinity addiction 11:01 – The distinction between a plan and an execution 11:49 – Glenn’s ‘No Guts, No Gain’ program for success 14:34 – Growth motivation 16:08 – A setback that Glenn successfully turned into a learning experience 18:04 – How Glenn motivates his clients to break out of their unsuccessful behaviors 20:33 – Why Glenn looks at a company’s objectives, strategy, structure, staff, and skills 22:38 – What Glenn means by ‘fixing the pain’ 24:22 – The advice Glenn gives to those who have their backs against the wall 26:17 – The importance of failure 26:50 – Glenn’s philosophy of ‘Pay Time’ versus ‘No Pay Time’ 27:25 – Preserving high self-esteem 28:28 – Parting words of wisdom from Glenn 30:55 – Aviv provides steps to create your new future FULL SHOW NOTES: https://www.avivconsulting.com/cnf47

Roadblocks. Every company wants them removed, but very few consultants can truly tell you how. Glenn Mattson is President of Mattson Enterprise Inc., a Sandler Training consulting firm specializing in sales and management productivity and effectiveness. Glenn’s work with Mattson Enterprise Inc. in conducting public and private workshops, corporate programs, and one-on-one strategic sessions for corporate executives, business owners and/or individuals who find themselves in a sales/management role. He follows a simple process of defining where his client wishes "to be" in comparison to his/her current "as is" status. They also provide on-going support, reinforcement, and networking through an alliance of business and sales professionals. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com

Roadblocks. Every company wants them removed, but very few consultants can truly tell you how. Glenn Mattson is President of Mattson Enterprise Inc., a Sandler Training consulting firm specializing in sales and management productivity and effectiveness. Glenn’s work with Mattson Enterprise Inc. in conducting public and private workshops, corporate programs, and one-on-one strategic sessions for corporate executives, business owners and/or individuals who find themselves in a sales/management role. He follows a simple process of defining where his client wishes "to be" in comparison to his/her current "as is" status. They also provide on-going support, reinforcement, and networking through an alliance of business and sales professionals. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com

Roadblocks. Every company wants them removed, but very few consultants can truly tell you how. Glenn Mattson is President of Mattson Enterprise Inc., a Sandler Training consulting firm specializing in sales and management productivity and effectiveness. Glenn’s work with Mattson Enterprise Inc. in conducting public and private workshops, corporate programs, and one-on-one strategic sessions for corporate executives, business owners and/or individuals who find themselves in a sales/management role. He follows a simple process of defining where his client wishes "to be" in comparison to his/her current "as is" status. They also provide on-going support, reinforcement, and networking through an alliance of business and sales professionals. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com

How To Sell With The Socratic Method with Roger Breisch #214 Roger Breisch is a  life-long learner who loves ideas and experiences that shake the intellectual and emotional ground on which he stands.  Roger is the host of the Socrates Cafe and guest speaker on the topic of questioning. Rogers’s powerful life experiences working a suicide hotline frame clearly what matters in life. In this episode we discuss how to sell with the Socratic Method and the power questions. Mindset of Questioning Questions open up possibilities. Statements close them down. We started the episode with talking about questions and how they fit in the world of business: Socratic Method – form of cooperative dialogue based on asking and answering questions to stimulate critical thinking and to draw out ideas Listen listen listen. This is how we learn to sell with the Socratic method. “It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so.” – Mark Twain Sadly too often sellers listen until they hear the first gap and then start talking Fluency is key to communication You must be fluent in your product and services BUT … you  must also be fluent in THEIR business and life Mission Question Don’t have a mission statement have a mission question Brainstorming provides value to create new ideas. Yet statements can be intimidating. Instead consider Question Storming. Questions open up entirely new opportunities It takes 25-50 questions before you reach the real interesting issues. Be curious.  Be genuine. Be loved and people will buy, over and over. We all want to know is if our lives made a difference. Find out what makes you unique and different from the rest. Once you discover that, be it. You have much in you to be unlocked. People are amazing and so are you. How To Find Roger Breisch You can find Rogers blog at rebreisch.com . This is his book “Questions That Matter” – a book of essays Also mentioned “A More Beautiful Question” by Warren Burger Want to get a great cup of coffee? Consider the Limestone Coffee and Tea in Batavia IL Selling Mindset How To Sell With the CRINGE Method from Doug Vigliotti #213 The Key to Authentic Selling with Jeff Davis #207 The Purpose of Sales with May McCarthy #203 Time To Sell Mindset with Chris Spurvey #202 Three Step Process to Narrow Your Sales Focus #201 Why Commissioned-Based Sales Plans Fail to Work with Justin Clark How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 Phiology: Secret Code of Leadership David Eisley #189 Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 How to Pitch Shark Tank with Michelle Weinstein #184 The post How To Sell With The Socratic Method with Roger Breisch #214 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Sell With the CRINGE Method #213 Douglas Vigliotti is a sales consultant, workshop-speaker, and bestselling author of The Salesperson Paradox: A Strikingly Simple Way to Provide Solutions Your Customers Can’t Say No To.  In this book Doug shares how to sell with the CRINGE method, a strategy and mindset of focusing on helping clients, not pushing product. Doug has twelve years of successful frontline sales experience, across three different industries, and two Fortune 500 companies—Automatic Data Processing and Johnson & Johnson. In January 2016, he opened the doors of groundupSALES, a strategic selling partner for non-sales professionals, entrepreneurs, and small business owners. He’s an avid reader and writes a monthly reading list at douglasvigliotti.com. Purpose of Business To Create and Keep Customers Doug believes that customers will view you completely different when you go from selling to helping. Why is this? Doug sights a number of aspects: Mindset shift – people will feel you are looking out after them. Common way to reset your view ask ” Why did you start this business? “ If you  focus on money  it will hurt your sales performance. Yes it’s a paradox, but it’s true Businesses pay commissions with the idea that the harder you work, the more you make. But great sellers work hard for reason above and beyond short term commissions. Peter Drucker said ” The purpose of business is to create and keep your customers” Furthermore Doug believes: True performer able to set aside the “me first” inclination. Consider that helping people is a moral obligation for you to SOLVE their problems. CRINGE Solution Doug then shared his CRINGE method. Consider a product service and solution that you have to cringe to say yes … a whole body solution. Customer First – did my customer feel like they won?  If they do,  they will come back for more business. Real Problem – are you solving a “real” problem? Don’t assume problems. Put yourself in their shoes. Immense Value- in is the solution. Price is what you pay, value is what you get. Ways to differentiate: time, status, ease,  money. Non-Negotiable – your mindset is complete belief in your solution. You know your customers are better off. Good Timing – create good timing, improve your luck, by understanding your customer and they are ready to buy. Easy – make it easy to say yes by reducing risk. Take Action Become more conceptual and strategic in your selling. It’s a quicker route to business success. Too many sellers are tactic driven when they should be more conceptual in their selling approach. One tactic to consider is Sales Prevention: don’t oversell products in your portfolio that may not help your customers. If they don’t love the product it will hurt your next sale. Focus on your long game. How Find Doug Vigliotti You can find Doug on the internet. Look here! DouglasVigliotti.com groundupSALES.com 203.429.4209 Do you like non-fiction books? Join Doug’s Reading List The Lost Chapter 13 This is the lost chapter to Doug’s book mentioned in the podcast. Just for Sales Babble listeners! SalesBabble.thesalespersonparadox.com      Selling Mindset Here are other past episodes that focus on the selling mindset beyond the CRINGE method. The Key to Authentic Selling with Jeff Davis #207 The Purpose of Sales with May McCarthy #203 Time To Sell Mindset with Chris Spurvey #202 Three Step Process to Narrow Your Sales Focus #201 Why Commissioned-Based Sales Plans Fail to Work with Justin Clark How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 Phiology: Secret Code of Leadership David Eisley #189 Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 How to Pitch Shark Tank with Michelle Weinstein #184 How to be a Sales Sherpa with the Hyperconnected David Fisher The post How To Sell With the CRINGE Method from Doug Vigliotti #213 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Today's episode is going to be a fun and unique dive into productivity and leadership. That's because, we'll be speaking with Glenn Mattson in just a moment. Glenn is a rockstar consultant who specializes in helping leaders and business owners improve their business through better leadership, sales, and productivity. In our conversation Glenn and I will be discussing: - How we can cultivate self-motivated team members - Strategies for leading millennials - The most effective habits and practices to improve your productivity and efficiency at work - Book recommendations to help us cultivate a healthier and more meaningful life – both at work and at home. ...And so much more! Glenn Mattson is President of Mattson Enterprise, a Sandler Training consulting and training firm specializing in sales and management productivity and effectiveness. Glenn's firm conducts public and private workshops, corporate programs and one on one strategic sessions for corporate executives, business owners and individuals who find themselves in the sales/management role. Glenn helps individuals who are on their own, or part of a larger organization, overcome the roadblocks keeping them from reaching their definition of success. He feels if you know the “Why” you can overcome the “How.” Glenn follows a simple process of defining where his client wishes “to be” in comparison to their current “as is” status. Once an understanding of the gap is agreed upon, the plan to connect the two is unique to the individual attitudes, behaviors and techniques that need to be developed. --- You can connect with Glenn online through his website: www.mattson.sandler.com All the links and resources Glenn and I discussed can be found at the page created just for this episode. You'll find it all at nextyearnowpodcast.com/27

Sales is the ultimate business skill. One could argue it’s the ultimate life skill, too! And like anything extremely valuable, selling takes a long time to learn – and a lifetime to master. But you don’t have a lifetime! Your business lives and dies by your ability to sell. And we don’t just mean selling your products to customers.

Sales is the ultimate business skill. One could argue it's the ultimate life skill, too! And like anything extremely valuable, selling takes a long time to learn – and a lifetime to master. But you don't have a lifetime! Your business lives and...

Sales is the ultimate business skill. One could argue it's the ultimate life skill, too! And like anything extremely valuable, selling takes a long time to learn – and a lifetime to master. But you don't have a lifetime! Your business lives and...

The Key to Authentic Selling with Jeff Davis #207 In this episode we meet long time Sales Babble listener Jeff Davis and author of the new book The Power of Authentic Leadership.  Jeff and I discuss the importance of sellers embracing a leadership role, and apply their personal value system  to build trust in prospective clients. Jeff gives the key to authentic selling with a 3 step process for authentic leadership. Sales Credibility Every day sales professionals  put themselves and their products and services into the world. Success is dependent on effectively connecting with prospects. To do that you must have absolute buy-in to what you’re selling. People sabotage themselves by not fulling committing to the product/service.  Customers can read that and not trust. Three Step Authentic Selling Process The key to authentic selling is knowing yourself, your product and aligning the two when selling: Know your personal VALUES – it’s not what you know, it’s what you apply Make sure your VALUES are applied to what your SELLING (solving a need, providing a genuine solution). Make sure the two values align. This builds trust. Example: Let’s say you have a personal value of “integrity”. When you’re  qualifying clients and identifying needs, leverage that value. With integrity, you will naturally focus on benefits (that add value to the prospect) vs features that tend to cater to the sellers ego. Place the customer first and tip the odds to your favor. Common Values of Leaders Leaders commonly exhibit the following characteristics: Integrity No hidden agenda (higher than making money) Serving Others Having the best interest of others Have a personal vision for them in the world, apply their values within that vision Take Initiative ( fully take responsible) Serve and protect their employees ( fire bad clients who abuse their company/staff) The key to authentic selling is to take the leadership role and serve your customers. Take Action Plan Get out and meet prospects and clients face to face. Don’t over rely on marketing, email, social media and phone calls. How to Find Jeff Davis Website: http://jeffdspeaks.com/ Twitter: https://twitter.com/JeffDavis027 Facebook: https://www.facebook.com/authorjeffdavis/ LinkedIn: https://www.linkedin.com/in/speakerjeffdavis/ Instagram: https://www.instagram.com/jld016/ Jeff has kindly offered Sales Babble listeners a free PDF copy of my bestselling book, The Power of Authentic Leadership. Send an email to his  Executive Assistant Meg meg@jeffdspeaks.com Selling Mindset Here are past mindset episodes with terrific advice you can apply today! The Purpose of Sales with May McCarthy #203 Time To Sell Mindset with Chris Spurvey #202 Three Step Process to Narrow Your Sales Focus #201 Why Commissioned-Based Sales Plans Fail to Work with Justin Clark How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 Phiology: Secret Code of Leadership David Eisley #189 Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 How to Pitch Shark Tank with Michelle Weinstein #184 How to be a Sales Sherpa with the Hyperconnected David Fisher The Art of the Help with Larry Levine #182 The post The Key to Authentic Selling with Jeff Davis #207 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

The Purpose of Sales with May McCarthy The purpose of this episode is to talk about purpose! Our guest May McCarthy discusses the value of aligning our day-to-day decisions towards some greater purpose. May walks us through a discovery process used by sales people and business owners alike. The purpose of sales is unique for each of us. In this episode let’s reveal what you want, how to achieve it and lastly how does your company help or hinder your success. Lack of Purpose Companies know what they do, but not why. Even if they do, large organizations fail to share it up and down the organization. A purposeless organization will experience: lack of innovation disengaged employees listless shareholders fickle customers lower profits A clear shared purpose can address these concerns and provide you your unique purpose of sales. Personal Purpose, Company Purpose Ask three questions to reveal the purpose of sales in your life: What did you do when young that you truly loved? Ask people who you know and respect, “What do you think I’m really good at?” Ask yourself, “What do you think you’re really good at?” Companies can ask the same three questions. Now factor out the commonalities between the companies purpose and your personal purpose.  When there is alignment, true productivity abounds! How To Find May McCarthy You can find May at www.maymccarthy.com She has a new book! It’s being published this March 2018 titled The Path to Wealth: Seven Spiritual Steps for Financial Abundance https://bizzultz.com/book https://www.facebook.com/pages/May-Mccarthy/601413533280571 https://twitter.com/maymcc https://www.linkedin.com/company/2960330 http://www.youtube.com/channel/UCix8fz8aVtelYnp5AKFmLuw Selling Mindset Check out the back catalog and listen to terrific episodes on the right selling mindset today! Time To Sell Mindset with Chris Spurvey #202 Three Step Process to Narrow Your Sales Focus #201 Why Commissioned-Based Sales Plans Fail to Work with Justin Clark How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 Phiology: Secret Code of Leadership David Eisley #189 Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 How to Pitch Shark Tank with Michelle Weinstein #184 How to be a Sales Sherpa with the Hyperconnected David Fisher The Art of the Help with Larry Levine #182 How To Sell The World with Karl Weaver #177 The post The Purpose of Sales with May McCarthy #203 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Three Step Process to Narrow Your Sales Focus with Phil Boissiere #201 Phil Boissiere is a Silicon Valley tech startup and executive coach. He works with founders, entrepreneurs and sales people who struggle with attention fatigue. In this episode Phil gives us practical advice on how to boost your selling productivity.  His 3×3 method is a quick way to tune up your sales brain, vanquish stress and narrow your sales focus. Your brain is the most important tool you have in your bag. Use it! Sales = Stress The sales profession attracts people who are willing to put themselves on the line. Sales people are  evaluated on: performance factors – e.g. closed sales, advanced deals, prospecting, etc.. social factors – e.g. likeability, relationship building, etc… When stress goes up, performance goes down. When people are stressed, they make the wrong decision. Quick fixes have limits. Discover the root cause within you and what’s going on in your brain. for example, with dehydration your cognition drops! Tedious complex tasks hurt concentration, create distraction and a bad attitude. Stress and worry turns on the emotional part of you brain. You don’t want this. Since your overloading your brains with apps, photos, and videos, it’s hard to narrow your sales focus. 3×3 Method Phil has a way to relieve stress with a simple exercise. Combine the naming of an object with a deep breath. Since your brain can’t do two things at once, it will allow you destress and focus. Pick three objects in the room and say the following: That’s a Lamp (take a breath) That’s a Painting (take a breath) That’s my Desk (take a breath) Sellers are paid to perform.  Since this work is  future focused, it creates stress. Be preventive in mindfulness and reap rewards on your productivity. Sleep Trumps Stress Coffee is a stimulant. It can help mental focus but it’s only a stop gap.  When your brain is depleted of sleep it creates: irritability frustration distractibility low energy cranky mood Get to sleep now! How To Find Phil Boissiere http://www.philboissiere.com – Executive Leadership Coaching Focus Playbook    philboissiere.com/salesbabble Selling Mindset Here are many terrific past episodes on the selling mindset. Listen today! Why Commissioned-Based Sales Plans Fail to Work with Justin Clark Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 Phiology: Secret Code of Leadership David Eisley #189 Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 How to Pitch Shark Tank with Michelle Weinstein #184 The Sales Sherpa with the Hyperconnected David Fisher The Art of the Help with Larry Levine #182 Advice to Sell The World with Karl Weaver #177 Give to Get Marketing with Ray Wood #159 5 SuperPowers of Successful Sales Account Executives with David Kahn #156 The post Three Step Process to Narrow Your Sales Focus #201 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

The Birth of a Salesman One consistent message I get from the Sales Babble audience is they love that Sales Babble makes sales simple by sharing practical advice and selling stories. Well today we’re going to knock that out of the park. Our guest is sales professional and author Carson Heady and he’s the author of the book series,  Birth of a Salesman. Carson spins a sales adventures of fictional Vincent Scott as a vehicle to describe what makes for great sales. Superman With a Briefcase The protagonist of the book is Vincent Scott. The story starts with him entering sales right out of college. His is young, brash and soon finds he’s good at it. He appreciates being well paid and is soon promoted and promoted again.  Vincent represents all of us. We are all tested in our careers and personal lives. Like him, we make mistakes and have wins. In Carson’s mind, Vincent is a Superman with a Briefcase.  Vincent’s not afraid to take risks. Yes he sometimes fails but in the end he is a success in his profession.   This character is a mix of people Carson has worked with over time. Attributes of a Great Seller Vincent Scott struggles like all of us:  dealing with bureaucracy, difficult deals, and working with others. This is something we all face in our careers. It’s not limited to sellers only.  The stories develop to show how he matures over time. Politics and corporate culture are a constant struggle in the book. Carson believes great sales demands: Passion Personality Tenacity Endurance Toughness There is more to sales than being an extrovert. How To Find Carson Heady You can connect with Carson on the web, blog and books: Website    LinkedIn   Twitter   Facebook Carson has published three books: Birth of a Salesman The Salesman Against the World A Salesman Forever Sales Skills Training Here are past episodes that will help you find your A game in sales. Listen now! Sales Jokes That Don’t Fall Flat with Jon Selig #195 Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 How Salespeople Overcome Procrastination with Eric Twiggs #178 How To Sell The World with Karl Weaver #177 Selling In A Skirt with Judy Hoberman #170 Memory Hacks for Sales Professionals with Brad Zupp #169 How To Write A Successful Sales Plan with Jamie Irvine #168 How Sales Can Help Buyers Help Themselves – Hugh Liddle #164 5 SuperPowers of Successful Sales Account Executives with David Kahn #156 Persuasion and the Art of Influence with the Sexy Boss Heather Ann Havenwood #141 The post Birth of a Salesman with Carson Heady #198 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

What separates high achievers from the rest?  They never give up.  “Failure is not a failure. Failure is nothing more than an outcome that you didn’t want to happen during your planning process,” says Glenn Mattson, president of Sandler Training in Long Island. ​Joining Adam is world class professional in sales and sales management, Glenn […]

Phiology: The Secret Code of Leadership David Eisley #189 In this episode we meet Dave Eisley, author of the book  Phiology: The Secret Code of Leadership. Phiology is the  intersection of physiology, psychology, and philosophy in the context of leadership, but written from a sales management perspective. Phiology Focus for Sellers Dave and I discuss how Phiology addresses leadership especially in the case of  sales: Control your physiology to achieve optimal performance. Navigate obstacles by shifting your perception of events. Decode the origins and fallacies of decision making, in yourself and by others. Uncover vital parts of any system, revealing key leverage points that drive success. Expand your influence in an ethical and meaningful way. Sales and Leadership Sales is responsible for the rise of humanity.  Our ability to trade separates us from the other species on our planet. Without the idea of a trade, and a fair trade, humanity has been able to team and create civilization. It’s all based on trust. Talk and share a vision you want to obtain Get everyone in the room Empower people Commission each to take action Take Action Advice Control what you can control and leave the rest.  Influence the few things you can, it will get noticed and you will be rewarded for it. Be bold, be courageous, take action.  How To Find Dave Eisley Here are links to Dave online and his book. Go to the www.phiologybook.com LinkedIn  https://www.linkedin.com/in/eisley/ Twitter @davideisley Phiology Book on Amazon  Book Raffle Here’s a chance for you to win a free copy of Phiology. Email Pathelmers @SalesBabble.com Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month FREE Domain Free Site Builders 1-Click WordPress Install 24×7 support Special intro offer and 30-day money-back guarantee Powering over 2 million websites worldwide Selling Mindset Here are other terrific episodes on mindset. Click a link and listen now! Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 How to Pitch Shark Tank with Michelle Weinstein #184 How to be a Sales Sherpa with the Hyperconnected David Fisher The Art of the Help with Larry Levine #182 How To Sell The World with Karl Weaver #177 Give to Get Marketing with Ray Wood #159 5 SuperPowers of Successful Sales Account Executives with David Kahn #156 How To Generate Leads with Relationship Selling with Michael Ross How Curiosity is the Engine of Sales Achievement with Tony Jalan Why Can’t I Get a Degree in Sales with Professor Shawn Green #80 The post Phiology: Secret Code of Leadership David Eisley #189 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Sales Success Triangle with Glenn Mattson #187 In this episode we describe the sales success triangle. It’s based on Attitude, Behavior and Technique. Our guest Glenn Mattson is a business consultant and sales coach. Glenn speaks from experience on the issues sellers commonly face and things they can do to find selling success. Selling Personalities Gabby people aren’t necessarily the best sellers. Yes they are good at connecting and initiating conversation. But sometimes they are too bound to seek for approval. They struggle with the follow up and closing aspects of sales. Introverts and techy people, can be extremely successful in sales because they are process oriented,  they follow a system nor do they wing it.  More introverted sellers  don’t care if people like them, they handle rejection better. Issues top sellers face We discussed at length the problems, concerns and barriers to success. Glenn mentioned: Attitude Lack of Patience Guilt Worry Anxiety Risk Adverse Poor Discipline Poor Planning Non-Tactical Poor Listening Weak Questioning Reduce cost of sale The question is this, how to maximize your time and energy for more business? Sales Success Triangle According to Glenn it’s Attitude ,Behavior, and  Technique.  Attitude is most important:  For example you earn exactly what you think your worth.  You call the people you think you’re equal to. He recommends that you increase your average deal by 10% every 60 days. Next deal with your limiting commitment. Some people say all the right stuff but don’t do it.   They have an ocean of excuses. Take Action Advice Two pieces of advice: Live in a world of execution Don’t fear failure.  The more you fail, the more you learn and the more you earn How to Connect You can find  him here www.mattson.sandler.com or call 631 726-3537 Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month FREE Domain Free Site Builders 1-Click WordPress Install 24×7 support Special intro offer and 30-day money-back guarantee Powering over 2 million websites worldwide Sales Skills Training Below are other past episodes that discuss ways to hone your craft of sales. Listen today! How Salespeople Overcome Procrastination with Eric Twiggs #178 How To Sell The World with Karl Weaver #177 Selling In A Skirt with Judy Hoberman #170 Memory Hacks for Sales Professionals with Brad Zupp #169 How To Write A Successful Sales Plan with Jamie Irvine #168 How Sales Can Help Buyers Help Themselves – Hugh Liddle #164 5 SuperPowers of Successful Sales Account Executives with David Kahn #156 Persuasion and the Art of Influence with the Sexy Boss Heather Ann Havenwood #141 Four Skills You Need For Sales Success – HEAT The Only Sales Guide You Will Ever Need Anthony Iannarino #130   The post Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

October 16, 2017 Sales Leadership Glenn Mattson, Accessory Queen Kelly Carroll Burgin, and Cryptonomex Dylan Howard

Glenn oversees an elite team of practice development consultants who provide solutions to agency leaders and salespeople facing the challenges of achieving extraordinary success in highly competitive and overcrowded markets. Glenn is is an extremely sought after keynote speaker, a gifted and respected platform trainer, coach, advisor and author. “My business is helping my clients transform their business into a more efficient, productive and profitable one”Learn More: http://www.mattson.sandler.comInfluential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Glenn oversees an elite team of practice development consultants who provide solutions to agency leaders and salespeople facing the challenges of achieving extraordinary success in highly competitive and overcrowded markets. Glenn is is an extremely sought after keynote speaker, a gifted and respected platform trainer, coach, advisor and author. “My business is helping my clients transform their business into a more efficient, productive and profitable one”Learn More: http://www.mattson.sandler.comInfluential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Glenn Mattson is the president of Mattson Enterprises, a consulting and training firm which specializes in helping you put those plans you’ve spent so much time creating into action. Learn what it takes to connect the dots and ensure success. “I think that's the number one challenge that business owners have is they assume that they know their audience when in reality they know very little about them.”  – Chris Dayley What you’ll learn about in this episode: How to implement the plans you’ve spent so much time creating  How to reach your goals without wasting your time What separates an okay sales department from a fantastic one Why is leadership so important when executing plans Ways to contact Glenn: Website: www.Mattson.Sandler.com LinkedIn: GlennMattson

Sales Coach and Trainer Glenn Mattson joins us today. As CEO and Founder of Mattson Enterprise, Glenn works with entrepreneurs who have a vision but require a plan and coaching to achieve key objectives while they are busy generating vital revenues and profits for their growing organization. Glenn is a keynote speaker, trainer, coach, advisor, and author. His business, in a nutshell, is helping his clients transform their business into a more efficient, productive, and profitable one.

Glenn Mattson, he is Principal of Sandler Training / Mattson Enterprises Inc., a consulting and training firm specializing in 3 key areas; Management, Sales and Leadership. Glen Mattson grew his practice to being the largest in the US and then on from there to becoming the largest in the world. For 21 years he’s been assisting leaders and entrepreneurs tap into the strategies and tactics they already know but aren’t fully utilizing, by helping them overcome their self-limiting beliefs. His company provides on-going support, reinforcement and networking through an alliance of business and sales professionals. He graduated with degrees in Public Relations; Organizational Communication and Development; Psychology and Sports Physiology. Typical when Glenn works with an organization they experience an increase in efficiency and effectiveness range around 30-80%. More on Glen Mattson: Matson.Sandler.com More on the host Dov Baron: http://FullMontyLeadership.com See acast.com/privacy for privacy and opt-out information.

“You’re not a manager to make friends, you’re a manager to help people be their best.” - Glenn Mattson Glenn Mattson is a seasoned veteran of the selling profession. He’s personally built one of the leading franchises for Sandler Training with his office ranking consistently in the top 1% of trainers worldwide. His niche is working with financial services producers and field managers who want to shorten their selling cycles, grow their revenues and boost their team’s productivity and margins for profit. Among Glenn’s clients are MDRT as well as Court of The Table members who attribute a great deal of their success to the principles, practices and, above all, the accountability Glenn brings to their practice. Glenn is based in Long Island, NY but he’s usually ‘in the field’, working with clients all over the US to help them grow their business, revenues, and profits. Show Notes: YourBestManager.com/GlennMattson

As Founder and CEO of Mattson Enterprise, Inc. Glenn oversees an elite team of practice development consultants who provide solutions to agency leaders and salespeople facing the challenges of achieving extraordinary success in highly competitive and overcrowded markets. Glenn is an extremely sought after keynote speaker, a gifted and respected platform trainer, coach, advisor and author. He stated, “My business is helping my clients transform their business into a more efficient, productive and profitable one” Glenn’s background is that he helps his clients build a successful business comes from successfully building and selling his first business while he was still an undergraduate student. Glenn was so effective at generating new revenues for his business that it dominated the marketplace and was later sold for a multiple of annual revenues. After college, Glenn joined the Sandler Training organization. His early career was nothing to brag about. He made mistakes. Some costly. But, using the same systems he uses with his clients today, he became the #1 Sandler associate both nationally and internationally. His personal success was a difficult, deliberate, and demanding journey. One of Glenn’s philosophy is, “I believe once you are crystal clear on WHY you want something, finding HOW to do it won’t be far behind. Being successful isn’t difficult. Thinking and acting successful, IS!” Question Tell us a little bit about yourself and your journey How do you believe that customer experience supports efficiency and productivity, give some examples of why customer experience is important? As a customer, how do you feel about customer experience? As part of Sandler Training, could you share with us a little bit about the customer experience section that focuses on customer service and what that program is about? How do you change the mindset of persons who believe unless you are in customer service, customer service doesn’t apply to them?   Highlights Glenn Mattson stated that like most people if you were asked how they are on a personal level, he thinks the great balance is the golden rule which is to do unto others as you want to be done unto you and that usually in the last 40 years has been a really good rule for him among others, so the golden rule is an important one for them and it does help traumatically making sure you’re doing the right ethical thing and instead of thinking what’s right for you, if you’re in their shoe, what’s right them and that always works. He stated that the flip side is that he was asked about what really makes a difference in his life, one of it is among other things is literally having a very clear picture of what you’re trying to build and with that very clear picture is being incredible motivated to the actions not the results but the actions you need to have to achieve those results and unfortunately in this day and age everyone wants everything quickly and time needs to be apart of the success. He stated that one of the greatest things were patience and grit and long-term dedication to doing the daily behaviors. Glenn Mattson stated that if you look at the pure numbers, 80% of the people that don’t go back to rebuy is because of a bad experience, so when we look at it, your experience is what you dictates repeatable sales. Your marketing and selling will get you the first one, your selling and everything will get you the second and third but your client experience is really a true testament on your second, your third, your forth, the ease of the sale afterwards is the direct proportion, so if you look at it, 80% that decide not to go back, decide not to buy again is due to poor experience. Glenn stated that we spend so much time and energy trying to get in front of the right people and then we forget about how to keep them and unfortunately that’s just as important as finding them. Glenn stated that the way he looks at it is depending on what your expectations are because experience is historically for most is that they didn’t get what they expected and for more times than not you have to ask yourself what are you explaining, what are you conveying, what’s the message you’re giving, what kind of experience can they have. There are plenty out there that are very inexpensive products that tell you that you’re going to buy it cheap but you’re not going to get a great customer experience, meaning that you’re saving on all fronts, so others that have more value, they have the ability of heighten level of experience so they feel that the money they are investing is worth it. When people spend a premium or spend a dollar amount and they don’t get the service they are looking for, that is the number one reason people leave, they expected A but they got B. Glenn stated that we all have experience bad customer service. He stated that most people want attention, we want value, we want to have respect in a lot of ways, we want resolutions when something goes wrong, we want you to fix it but we also want to make sure that you follow up. When he looks at his own experiences with service, everyone makes mistakes and that’s understandable, it how you handle the mistakes that are critical. Glenn shared an experience he had, there was service issue that he had with a client where he was the customer and someone was going through it and instead of just flat out saying, “we made a mistake, I apologize, this was what he can do to fix it” it was more of the questions they were asking was trying to make it seem like he made a mistake and what was happening is that they were reducing his level of respect, so more times than not, that’s usually what gets us is that respect, that integrity, it’s the “I did what you told me to do and it didn’t work” “I got that, I understand it, let’s just fix it, let’s not try to figure out why, I’m the one to blame when it came out this way” that piece was probably the one that left the biggest taste in his mouth which is they didn’t accept responsibility. Glenn stated that when we take a look at efficiency and effectiveness which means that they have some type of process in place and within that process, the sequential steps but also there is competencies and skills in that part of it, once they have that done, how you get better at it, it becomes efficiencies and effectiveness in terms of results, so when they look at what they call their customer care program, it’s not just external customers, it’s also how do you do treating your internal customers, how you do treating your staff because your staff is a direct portion to you, to your client base. He stated that it’s interesting when he has conversations with people and they talk about what a successful mindset is, a successful mindset is someone who takes responsibility or accountability or ownership, people don’t realize that 87% of your staff learns how to deal with clients, how to deal with each other and how to deal with stress based on how their boss does it, they are one person above them. So when they look at customer care, they have a 12 module program that they run people through and a lot of it has to deal with understanding a couple of things, one is what is the backdrop of what’s happening, do you really have the skills, the patience, listen, questioning skills, are you getting emotionally involved, are you getting defensive because if that happens, you cannot be a successful customer service person. They look at what do you need and then they turn around and say, “now let’s take a look at the process itself, how do you create the right attitude, how do you develop trust really quickly, how do you take control, how do you have ownership of the situation and what are the best ways to follow up and if there is, how do you identify opportunities for potential future sales. Glenn agreed that people think that customer service is a title and not necessarily a culture or an attitude. He shared that Harvard University did a study that will tell you that the majority of companies will fail in achieving their goals is because the individuals don’t understand one of two things; one is what is the direction of the company, what are the rules. The other is they don’t know how to tie their personal into the company, so when you talk about sales people, sales people desperately needs customer service and so does IT, that’s usually one of the biggest areas that people have issues with. Once you realize that everyone’s role is to maximize or heighten the client experience. He shared an example, down in Florida, at a resort in Tampa and the person who owns it is well known for his artwork inside and it has to do with the oceans. He is at the resort and is there for 4 days with his daughter, his wife and his son, he’s at an essence lost in looking for where to find the tennis courts, simple easy, piece of cake. Walking down 7:00 am in the morning and he asked a woman who is clearly leaving one building to go to another for something else, she’s kind of moving fast, he said, “I don’t mean to bug you but can you point me in the direction to where to the tennis courts are?” she said, “absolutely, are you running late for a lesson?” and he said, “yes I am” and she said, “follow me then” she walked him right to the tennis courts versus telling him where to go and as they talked, she asked him all about his family, they talked about why he was down there, what is experience was, she has been apart of that hotel for 25 years. The hotel was a nice place but what he’ll remember about it and why he would recommend people to go there is because of the feeling he got from her. That was the home run, the mere fact that a woman who has been there for awhile, who had no interest in helping him find something, could have just pointed in the direction and just said, “it’s over there, keep moving until you find it” but she walked him over and they had a great conversation, he had a connection to the hotel now through a person and it made his experience. Yanique shared that she had a similar experience when she went to a hotel for an All You Can Eat Pizza Night, it was extremely disorganized because they had a book launch before and they didn’t advice the persons who where coming for the All You Can Eat Pizza Night that they was a launch before and so these events were merged together and so those persons who didn’t know of the launch came famish and completely ready to engage in pizza and the waitress they got, she was extremely courteous, friendly, she really came down to there level, spoke with them candidly. It felt like she was a friend at the end of the evening, she knew her name. She told her if she came back to the hotel, she would definitely come back and deal with her again, it really boils down to the feeling, the connection she gave to them, she’s not sure if everyone at the location had the same experience but she certainly left feeling much better than she when she just arrived. Glenn stated that most people want to be better but most have never been trained on how to be better. Yanique agreed and stated that she had an experience in a supermarket and her girlfriend was there with her and she was by the fruits and vegetable section and there was a young man packing out sweet peppers in the fridge, he referred to her in a very informal term, she can’t recall what he said and she said to him, “you really shouldn’t refer to your customers like that, you should say to them excuse me miss or sir or madam” and he said to her, “no one has ever told me that before” what was extremely a BFO (Blinding Flash of the Obvious) to her was that how can you have someone working in your organization, even if they are just packing things in an area in the supermarket and you have not even brief them on how it is that are to interact with your customers because you can’t just hire people and put them to work. Glenn shared that most unfortunately don’t realize who might touch a customer, one of the first things they do in one of their modules is who is the front line, receptionist, sales, billing, accounting, technical people, installers, drivers, warehouse people, anyone who has any interaction with a client at any level and for most they realize that, why would you train a driver for instance that delivers things on customer care. The reality is that they have some of the best ears and eyes that others don’t have, so who is really that person, how do we effectively communicate, how do we effectively understand our clients or customers and then you get into one the best questioning techniques because customer service is not about information you give, it’s about the information you can obtain, you need to understand what’s going on in the world to provide good customer service. Customer service is not talking; customer service is exceptionally great ears and being very good at asking questions so you can get to the root of the problem. You add the attitude piece to it, which is a lot of time when you deal with customer service issues, people aren’t the happiest all the time, so how do you deal with difficult people, how do you make sure that you don’t get emotionally involved, how do you make sure that we don’t get stuck in the emotional game, meaning that when they do something or say something, we take it personal, we get defensive, our brain shuts down, we panic, we start doing self talk to ourselves, we forget everything they say, for some people they block out and when they hang up the telephone, everything that we’re suppose to say, should have said, could have said pops in their head. So it’s not a problem of not knowing, the problem was in the heat of the battle you panicked so mentally you left the battle and after you have the chance to regain your composure, all the techniques came to you. Glenn shared that what he finds is that most of us is that our goals create motivation, motivation creates a sense of ownership which is responsibility because when we do goals, one of the things that he found for years is that everyone may say that they have a goals program and 80% of the people walking planet earth have no goals whatsoever. Sixteen percent of the people that are walking planet earth have an idea of what they want, less than 4% actually have goals, have them written down and less than 1% look at them but where the numbers get crazy, is the people that are at 16% who just have an idea of what they want in life, they are 10 times more effective than those who don’t have any idea and the people that have the goals written, they are 3 times more effective than those who just have a concept, now they translate it into action now this is the staggering thing about motivation, people who have goals, they look at them every week and they do their plan, they earn 9 times more than those who don’t. When you look at motivation, it is what are you really trying to build, are what are you willing to give up to get it. They are very clear on what they trying to do, they are trying to maximize the client experience, and they are reducing the cost to sale. How do they give their clients what they want the fastest, easiest, most productive, most effective way possible? They are never sitting on their roles, they are never sitting back saying, “we did really good that year” the question always become is how do they get better and they do it more efficiently, more effective. He is and he has to be a pure representation of what they trying to get their clients to do.   Glenn stated that there are about 3 apps that he couldn’t live without, it’s one of their own, it’s an app that he uses for managing his behavior, it’s called an Arbs a behaviour and Accountability app, once you have your plan and your action steps it tracks it everyday, you can’t hide from it, he finds it fantastic. The two other apps that he uses, one is because he travels, it’s called Flight Tracker and he finds it very effective. The third app that he thinks is phenomenal, it has transformed itself, it use to be a service where they read emails to you way back before we had cellphones, it’s called Copytalk, Copytalk transformed itself into a dictation service, so every time he’s on the phone with someone, it could be a prospecting call, it could be a client call, it could be a service call, it could be a training meeting, anyone. He could do a Copytalk and it transfer his memory from his head to his mouth and they transfer it from his mouth to typed, so at the end of the day he’ll get 10 or 15 or 20 emails from Copytalk on all his summaries of everything he did that day. For instance he says to someone during a quick call, “that sounds like a good idea, let me send you that slide” or “that’s great let me put that book into the mail for you” if he hangs up and jump right into another call, that goes to his to do list and those to do list get big fast, it works best for him for follow ups, for efficiency and effectiveness, it’s not relaying on his memory. When he Copytalk he tells people on his staff, “I need you to do this or can you do that or make sure that gets to so and so”, so now they have a memory jogger too and it gets transferred to the to do list. They have found it to be the best ways to internally communicate within the team on where they are with progress and statues.   Glenn shared that he has a couple books that has had the biggest impact and one is The Formula for Success by Napoleon Hill, the other one that he found to be quite useful but it’s his background but he’s a big proponent of Eric Berne, he is a psychologist that transformed or created something called Transactional Analysis in Psychotherapy and it’s a theory that says all of us have 3 different egos states in us, so child, adult and a parent and we have to speak with them independently. So if someone comes to us very angry in a customer situation, that’s their 4 year old inside of them that is angry, so you need to hear the 4 year old but you need to fix the adult, because it’s the adult one that’s going to tell everyone about it, if you try to fix the adult without talking to the child, you’ll never get to the true emotional bonding part. The book is powerful and understanding human nature. The third book that is fantastic is a Sandler book, You Can’t Teach a Kid to Ride a Bike at a Seminar: The Sandler Sales Institute’s 7-Steps System for Successful Selling it is basically saying that if you do really want to expand, if you do really want to get great at your profession, you’re not going to figure this thing out at a one day seminar, so it does take time and energy. He had a lot of problems when he just started, a lot of head trash, a lot anxiety, a lot of fears, a lot of issues with people thinking he was a sales person versus an account rep or a service person, but what he found is that once he started working on his beliefs, his fears, his anxiety, his scripts and then understanding how to put plans together, understanding that the majority of people don’t in the world do that and those who do are really more successful than he was so why would he buck the system, so he just became a product of his own process and it worked.   Glenn shared that one of the things that they are doing right now is spending a lot of time and energy into distant learning. That’s helping individuals all around the world learn versus just having him present face to face, so one of the exciting things is how they can really maximize technology today and how they can help more people around the country versus only helping those he can get face to face or get time to go to conventions.   Glenn shared that listeners can find him at - www.mattson.sandler.com Glenn Mattson LinkedIn Sandler Training YouTube   Glenn shared the quote that inspires him in times of adversity is “Today I will do what others won’t, so tomorrow I can do what others want but can’t.” In other words, do what most won’t do to have a life that most want. Glenn stated that for persons listening or starting a business or thinking about starting a business, one of the beautiful thing about business is that you can start, you just need to do your due diligence, find out about your product, find out about your plan, find out about your finances, do as much diligence as you can and do the best you can to take you and have you number 3, your clients number 1, your staff number 2 and you’re number 3 or 4. If you remember that it makes building a business a little easier.   Links   Transactional Analysis in Psychotherapy by Eric Berne You Can’t Teach a Kid to Ride a Bike at a Seminar: The Sandler ales Institute’s 7-Step System for Successful Selling by David Sandler      

Glenn is a seasoned veteran of the selling profession. He’s personally built one of the leading offices for Sandler Training with his office ranking consistently in the top 1% of Sandler franchisees world-wide. He specializes in working with financial services producers and agency managers who want to shorten their selling cycles, grow their revenues, boost their productivity and improve their operational efficiencies. His clients include many MDRT as well as Court of The Table members who attribute a great deal of their success to the principles, practices and, above all, the accountability Glenn brings to their practice. Get the 5 proven steps to rapidly grow your business, make a bigger impact, and achieve your First Million. Attend the next LIVE First Million Webinar  with international business coach JV Crum III.  Like this Podcast? Then get every episode delivered to YOU!  Subscribe in iTunes Please help spread the word. Subscribing and leaving a review helps other business owners and entrepreneurs find our podcast…and make their big difference. They will thank you for it.   Conscious Millionaire Podcast: With over 500 episodes and 10 Million Listeners in 176 countries, this is the podcast for business owners and coaches who want to grow their businesses, make a bigger impact, and ultimately achieve their First Million! JV interviews the top entrepreneurs, experts, authors, and coaches on how to get the right mindset, develop your business systems, and execute to achieve bigger results, faster!  

Glenn is a seasoned veteran of the selling profession. He's personally built one of the leading offices for Sandler Training with his office ranking consistently in the top 1% of Sandler franchisees world-wide. He specializes in working with financial services producers and agency managers who want to shorten their selling cycles, grow their revenues, boost their productivity and improve their operational efficiencies. His clients include many MDRT as well as Court of The Table members who attribute a great deal of their success to the principles, practices and, above all, the accountability Glenn brings to their practice. Get the 5 proven steps to rapidly grow your business, make a bigger impact, and achieve your First Million. Attend the next LIVE First Million Webinar  with international business coach JV Crum III.  Like this Podcast? Then get every episode delivered to YOU!  Subscribe in iTunes Please help spread the word. Subscribing and leaving a review helps other business owners and entrepreneurs find our podcast…and make their big difference. They will thank you for it.   Conscious Millionaire Podcast: With over 500 episodes and 10 Million Listeners in 176 countries, this is the podcast for business owners and coaches who want to grow their businesses, make a bigger impact, and ultimately achieve their First Million! JV interviews the top entrepreneurs, experts, authors, and coaches on how to get the right mindset, develop your business systems, and execute to achieve bigger results, faster!  

Whether we like it or not, most of us are in sales. Why do so many of us want to deny it? In this episode of the podcast Glenn and I chat about the terrible reputation of sales people and where it comes from. And Glenn does an incredible job or opening my eyes to the art of sales. He lays out come tangible concepts that separate cheesy, ineffective product pushers from professional who forge respectful and productive commercial relationships. We are all in sales - so we might as well be awesome at it!

In this episode, I get the chance to interview Glenn Mattson, of Sandler Training. A sales coach and true sales professional working with top producers in the financial services industry, Glenn shares his expertise to help you reach your goals!   Love the show? Subscribe, rate, review, and share! Here’s How » Join the Mortgage Lending […]

In this episode, I get the chance to interview Glenn Mattson, of Sandler Training. A sales coach and true sales professional working with top producers in the financial services industry, Glenn shares his expertise to help you reach your goals! Love the show? Subscribe, rate, review, and share! Here’s How » Join the Mortgage Lending Mastery Community today: jenduplessis.com Become a MLM Gold Member! MLM Membership

Sales management is difficult but vital to the operation of any sales staff. If you aren't practicing the best management techniques you could see your staff's morale and closing rate fall through the floor. Listen to our tips and advice from sales management expert Glenn Mattson help get you in the right gear.

“Sales” is viewed as a dirty word, but Glenn Mattson wants to change that. Glenn has been a coach for financial advisors for many years and shares his experience in working with advisors. So much of the time, advisors, especially young advisors, avoid “sales” roles because they don’t want to sell.  Glenn debunks that myth and shares how important it is, even if you’re not in a sales role, to hone those skills (hint: it involves managing your boss or owner of the firm!) Join us as we look at what sales really is and what we can do today to better our careers. Goals are not something you just write down and forget about… You need that 2 degrees of tipping point on why you’re doing this. You need that little push of motivation when it is time. Sandler Training

Glenn and I dig into why most sales training is not effective, and how to understand emotional drivers of behavior change.

What separates high achievers from the rest? They never give up. “Failure is not a failure. Failure is nothing more than an outcome that you didn’t want to happen during your planning process,” says Glenn Mattson, president of Sandler Training in Long Island. Glenn is a world class professional in sales and sales management. He is a seasoned veteran of the selling profession, and his office consistently ranks in the top 1% of trainers worldwide. He shares with us his wisdom on sales, sales management, and business. Listen to learn: How he deals with setbacks His recommendations to help salespeople be more successful Your Black Wolf vs. Your White Wolf The top three challenges sales managers face and how to conquer them The top three challenges holding sales people from achieving their best You can contact Sandler Training directly at: 631-726-3537 or learn more atMattson.Sandler.com. “Failure is a lesson. It teaches you what to do and what not to do.” – Glenn Mattson CLICK TO TWEET SUBSCRIBE TO THE PODCAST EPISODE RESOURCES Becoming Your Best Website Becoming Your Best Podcast Becoming Your Best Blog Becoming Your Best iTunes Subscribe on iTunes Mattson.Sandler.com Sandler Training on LinkedIn See acast.com/privacy for privacy and opt-out information.

Glenn is President of Mattson Enterprise Inc., a Sandler Training® consulting and training firm specializing in sales training. He shares so many words of sales wisdom in this episode  that you will want to listen to it again and again. Glenn’s favorite quote is “Only by risking failure are you likely to accomplish anything.” He will make you want to fail as fast as you can and as often as you can so that you can achieve your goals. Listen to this episode and learn: The three questions you should be asking every prospect The three legs of the Success Triangle Key components to his Formula for Success What the No Guts, No Gain program is and how it may be able to help you Why you need to eliminate your need for approval Why you should record yourself on phone calls so you can work on how you sound How improving your ratios will improve your belief system And so much more