“Have Fun Storming the Castle”

episode #448 – February 14, 2020

Released #817 February 14, 2023

GUEST: Matt Nettleton | Sandler Training, DTB

Questioning is a discipline, listening is an art. 

the episode

Sometimes, as a sales person heads out to make cold calls, it feels like they are trying to storm a castle.  They prepare to battle their way in the door.  My coach, sales professional Matt Nettleton says it doesn’t have to be that way.

Armed with a series of strategic questions, and a willingness to really listen to the answers, a sales person can actually encourage prospects to lower their defenses and actually invite the sales person in.

KEY TAKEAWAY: Always go into a sales conversation with a list of prepared questions to uncover what a prospect really needs and guide the conversation.

our guest

Sales Professional Matt Nettleton, founder of Sandler Training, DTB has done and seen it all—from both the trenches and from the boardroom. He understands salespeople and knows how to help them become the best they can be. He helps elevate the profession—and the professional salesperson’s view of himself.

An accident shaped Matt’s story: a football injury led to a summer spent selling vacuum cleaners door to door for Kirby. Two things happened that summer Matt won the Liberty Division Scholarship for best sales in 3 states and Matt discovered that he loved selling.

Transferring his discipline learned on the football field into the sales world let Matt succeed in a series of top sales positions with one of the largest consumer products companies in the world, Coca Cola.

Later Matt sold in the brutally competitive world of residential real estate. In 1999, Matt became a client of Sandler Training, he says it “just clicked” for him. The purposeful approach of Sandler appeals to Matt’s pragmatism and provided a process to lead others to sales success without relying on “Positive Mental Attitude” or “Rah Rah BS Inspiration.”

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