Whether you’re brand new to sales or you’re a 10-year vet, there are certain sales principles that will guide you to success time and time again. In this episode, we’re taking it back to the basics today with a Sales 101 session.

We talk about how to overcome the most common objections (that still stump even the best salespeople), a visualization technique that will have prospects happily handing over their money, some unique comparisons between the Special Forces and sales, and much more.

So pour up your coffee… schools in session with Matt and Pat!

0:00 Intro
4:30 Why Matt decided to go into sales
6:20 What makes someone good at sales?
16:50 Reversing the “partner objection”
22:08 The importance of knowing your numbers
25:30 Lessons from being on the receiving end of 100 sales calls
31:55 Why Matt doesn’t start calls like everyone else
35:00 Getting to the true root of people’s motivation (it’s not money)
40:00 Using visualizations in sales
45:57 The two main schools of sales
45:50 Stories from the military
55:50 Difference between military and business

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