This Week’s Guest:
There’s a certain personality type that seems destined for a shining career in sales. These people are outgoing, charming, charismatic, and naturally persuasive. They have the gift of gab and a knack for turning strangers into friends (or customers). Surprisingly, you don’t need to have a sparkling personality to be a successful salesperson. In fact, following the best sales strategies sometimes comes more naturally to less gregarious, more detail-oriented people.
Here to explain all this and much more is Matthew Kimberley, an expert sales trainer and keynote speaker. Matthew is the founder of The School for Selling and the creator of the Principles of Professional Persuasion. His first book, How to Get a Grip, sold over 50,000 copies. Today, we’ll go into depth about sales strategies, tools that can help during various stages of the sales process, and why having a great sales technique is so important.
Find Out More About Matthew Here:
In This Episode:
[00:56] – What does Matthew wish that marketers knew about selling?
[03:21] – Matthew talks about what he does when he goes into a client organization and teaches their sales team, discussing the importance of discipline and structure.
[07:03] – We hear about how a business owner can help position a salesperson to be on a level playing field with a prospect.
[08:43] – Scripts work to a degree, Matthew says, but they have problems.
[14:14] – Matthew talks about how he optimizes his sales system, which he says is a discipline more than a science. He then talks about how he uses hypotheses to figure out the best sales strategies.
[16:40] – Stephan points out that the idea of split-testing with hypotheses is used in SEO as well.
[17:52] – Does Matthew do any type of personality assessments with his clients?
[19:09] – Stephan is very much into personality testing, he says, and explains how he uses it in his hiring process. Matthew then elaborates on his views on personality tests in roles outside of sales.
[22:12] – Matthew discusses some of the ways in which technology can help hold business owners or entrepreneurs accountable.
[26:55] – We hear more about the potential of eliminating the salesperson entirely through technology through bots.
[31:07] – Matthew talks more about online car sales, which would have been hard to believe even just a few years ago.
[32:11] – Matthew mentions ManyChat and discusses how he has used it.
[33:48] – We hear Matthew’s thoughts on the ability to follow instructions and the idea that his job is to eliminate any organization’s dependence upon one tyrannical personality.
[36:25] – Why a stand-up meeting? Matthew explains why the understanding that the meeting won’t last long is helpful.
[37:31] – Does Matthew have any other morning rituals or routines that might help a person or a team get in the zone for closing lots of deals?
[41:05] – Stephan digs into the efficacy of setting monetary values for various milestones in both sales and all aspects of marketing.
[42:48] – Matthew talks about his webinars and the role of a joint venture partner in these webinars.
[44:45] – Does Matthew have any criteria for choosing joint venture partners based, for example, on the size of their audience?
[45:58] – We hear about Matthew’s personal morning rituals, with him explaining that most of his days started slowly until his kids and dog changed things.
[47:56] – Stephan explains that we each have our own chronotype and that it’s important to schedule your life around your chronotype instead of forcing yourself to conform to another schedule.
[49:19] – Where can listeners go to work with Matthew?
Links and Resources:
- @mjkimberley on Twitter
- @matthewkimberly on Facebook
- Matthew Kimberley on LinkedIn
- The School for Selling
- Principles of Professional Persuasion
- How to Get a Grip by Matthew Kimberley
- Michael Port on the Optimized Geek
- Taki Moore
- Predictive Index
- Fascinate Test
- Sally Hogshead on Marketing Speak
- Help Scout
- Scott Oldford of Bots for Business
- Dr. Michael Breus on the Optimized Geek
- Dr. Ron Friedman at ignite80