Matthew Brett

This reminds me of the saying: 'You don't need to be great to start, but you need to start to be great.' What do you think? Do you agree with Nick? Let me know in the comments! If you want to learn more about becoming a great entrepreneur, follow Nick. Also, if you need video editing help, message me and let's chat about how I can help you!

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As sales professionals, we've all encountered the infamous objection: "It's too expensive." But how we respond can make all the difference between closing a deal and losing a prospect. Here's the inside scoop on handling this objection like a pro: Many salespeople dive headfirst into a monologue about features, benefits, and why their product or service is the best in the market. But here's the truth: bombarding prospects with "we are," "we can," and "we will" statements misses the mark. It's like trying to fit a square peg into a round hole. Instead of launching into a sales pitch, take a step back and engage with the prospect. Respond with a simple yet powerful question: "How do you mean it's too expensive?" Why does this work? Because "too expensive" can mean different things to different people. By asking for clarification, you open the door to understanding the prospect's specific concerns and objections. Remember, your goal isn't to convince the prospect that your product or service is worth the price tag. It's to understand their perspective and address their underlying concerns. Maybe they perceive the value differently, or perhaps they're comparing prices without considering the added benefits your solution offers. By shifting the conversation from defense to understanding, you position yourself as a trusted advisor rather than a pushy salesperson. And that's where the magic happens. Building rapport, addressing objections, and ultimately, closing the deal. So, the next time a prospect says, "It's too expensive," resist the urge to jump into sales mode. Instead, lean into curiosity and ask, "How do you mean it's too expensive?" You'll be amazed at how this simple shift in approach can turn objections into opportunities. Ready to take your sales game to the next level? Drop a comment below or to tell me how you overcome objections. #SalesSuccess #ObjectionHandling #sandlers

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Does your sales training teach sellers how to ask for referrals? The stats are out - most clients are happy to refer, but most sellers never ask. Why do you think that is?

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Great salespeople see sales as more than just a job—they find joy in the process. Sales isn’t for the faint-hearted. It requires facing: - Rejections - Tough conversations - Building your own pipeline Sales demands grit, commitment, and self-belief. But here's the secret: sales can be incredibly fun. You can learn to love sales. Discover your joy in it. When sales are fun, you and your team perform better. Happy salespeople are high performers. Keep that in mind. How do you find your joy working in sales? #sales #motivation #learnings #conversations

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Sales training notes? You better be taking notes! You need something to reference as you practice these elite techniques every. single. day. 🔥💯😂💪 #sales #salestraining #professionaldevelopment #business

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Many salespeople suck at cold calling which is why you see prospects losing it and spiraling out of control. This is a good resource to hear exactly what not to do on sales calls. Sad to say but many of these salespeople unsurprisingly got eviscerated by their prospects. If you suck at calling and it’s like the only duty in your job or at least the main one, don’t be surprised when prospects pop off at you. Instead, you should be figuring out how to minimize these types of responses. It’s most definitely a you problem. #sales #salestraining #salestrainer #communication #communicationskills #communicate #coldcalling #coldcaller #agencyrecruitment #salesjobs

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Only 13% Trust Salespeople: How to Bridge the Gap with Sandler Training Did you know a shocking only 13% of people believe salespeople can truly understand their needs? This trust gap can be a major barrier to closing deals. But what if you could bridge it entirely? That's the power of Sales Training... Become Active Listeners Focus on Value, Not Just Features Build Genuine Relationships With Sandler Training, your sales team won't just be salespeople – they'll be trusted advisors. Ready to turn that 13% into 100%? Learn more about Sandler Training and see how we can transform your sales force. https://hubs.la/Q02HRnF90 #SandlerSelling #SalesTraining #BuildingTrust #CustomerFocus #SalesTips

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Salespeople spend so much time worrying about themselves - - Their process - Their targets - Their pipeline - Their outcomes - Their product - Their strategy That they forget the only thing that really matters to the sale - *The Prospect* So tune into them, specifically... - Their world - Their problems - Their headaches - Their frustrations - Their aspirations - Their goals And you'll sell a LOT more in the long run. #sales #mindset

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CROs: Run this outbound play to break into massive accounts 👇 Most CROs don't engage in deals. Or help reps break into ent/strat accounts. I've never been a CRO before—so I can't tell you whether that's good or bad. You have a lot of responsibilities as a CRO. But, I recently met a CRO who lands meetings with the C-Suite in MASSIVE accounts. The biggest companies you can think of in every category. The key principle: Power is more willing to engage with power. Leverage the C-suite title. Here's how it works: ✅ Pick 10 accounts to get started Choose the top 10 accounts that can make the quarter/year if you win them. The best accounts are ones that reps have worked but not been successful in breaking through. We'll assume you're already going after low-hanging fruit accounts where execs have existing relationships. So we won't count those as part of this exercise. ✅ Work in tandem with a great SDR Pick one of the top SDRs to help. Ideally, this is someone with great leadership potential that you want to promote at some point. ✅ Optional: Give the SDR access to your LinkedIn account This one will make you uncomfortable. You also have the option of creating a separate LinkedIn account as well. But give the SDR autonomy to send approved messages. ✅ Execute the outreach The SDR should do basic account research to find existing initiatives where your solution can add value. Then they need to research the individuals in the C-suite to find podcasts interviews, features, etc. if available. Pick 1-2 similar customers to mention in the message. This should be mentioned in the outreach, along with how you can add value. CTA: Ask for 10 minutes. Send via email and LinkedIn message or InMail. Here's what an example message could look like. --- Eric, Solid Q1, and congrats on the success of Nordy Club sales. Looks like membership growth is a key growth lever. I imagine member retention is a big focus. Our team has had tremendous success helping CVS, BestBuy, and Kohl's run world-class membership programs. Opposed to a quick 10-minute chat to learn more? Jason ✅ Run intro call These will likely go longer than 10 minutes. And the CEO will send you over to someone else in the C-suite. Run a solid intro call and make an offer to introduce key team members on your side. ~~~ The email/LI message should have all of the components of a great cold email: research, problem, social proof, and CTA. But the big difference is leveraging a c-suite title to get a meeting in the c-suite. I wish more CROs and execs in companies would leverage this approach. Agree or disagree? #sales #outbound

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In my opinion, the use of comprehensive sales collateral in a sales cycle can be POWERFUL 💪 If sales reps don't have access to or choose not to use sales collateral that MAKE SENSE and is VALUABLE to buyers, I think they are at a disadvantage. 𝗪̲𝗛̲𝗬̲ ̲𝗘̲𝗙̲𝗙̲𝗘̲𝗖̲𝗧̲𝗜̲𝗩̲𝗘̲ ̲𝗦̲𝗔̲𝗟̲𝗘̲𝗦̲ ̲𝗖̲𝗢̲𝗟̲𝗟̲𝗔̲𝗧̲𝗘̲𝗥̲𝗔̲𝗟̲ ̲𝗜̲𝗦̲ ̲𝗣̲𝗢̲𝗪̲𝗘̲𝗥̲𝗙̲𝗨̲𝗟̲.̲.̲.̲ - provides a clear evaluation path for potential buyers - ensures all stakeholders in the buying committee are on the same page - allows you to stand out from competitors - shows that you understand the potential buyers evaluation criteria and decision making process - builds trust & credibility 𝗦̲𝗧̲𝗥̲𝗔̲𝗧̲𝗘̲𝗚̲𝗜̲𝗘̲𝗦̲ ̲𝗜̲ ̲𝗨̲𝗦̲𝗘̲ ̲𝗧̲𝗢̲ ̲𝗜̲𝗡̲𝗖̲𝗥̲𝗘̲𝗔̲𝗦̲𝗘̲ ̲𝗦̲𝗔̲𝗟̲𝗘̲𝗦̲ ̲𝗣̲𝗥̲𝗢̲𝗗̲𝗨̲𝗖̲𝗧̲𝗜̲𝗩̲𝗜̲𝗧̲𝗬̲ ̲𝗧̲𝗛̲𝗥̲𝗢̲𝗨̲𝗚̲𝗛̲ ̲𝗧̲𝗛̲𝗘̲ ̲𝗖̲𝗥̲𝗘̲𝗔̲𝗧̲𝗜̲𝗢̲𝗡̲ ̲𝗔̲𝗡̲𝗗̲ ̲𝗗̲𝗜̲𝗦̲𝗧̲𝗥̲𝗜̲𝗕̲𝗨̲𝗧̲𝗜̲𝗢̲𝗡̲ ̲𝗢̲𝗙̲ ̲𝗘̲𝗙̲𝗙̲𝗘̲𝗖̲𝗧̲𝗜̲𝗩̲𝗘̲ ̲𝗦̲𝗔̲𝗟̲𝗘̲𝗦̲ ̲𝗖̲𝗢̲𝗟̲𝗟̲𝗔̲𝗧̲𝗘̲𝗥̲𝗔̲𝗟̲:̲ ̲ ̲ 👉 Use customized shared workspaces like Aligned to collaborate seamlessly with buying committees and to avoid losing resources in long email threads 𝘗𝘳𝘰 𝘛𝘪𝘱: 𝘊𝘳𝘦𝘢𝘵𝘦 𝘮𝘶𝘭𝘵𝘪𝘱𝘭𝘦 𝘛𝘦𝘮𝘱𝘭𝘢𝘵𝘦𝘴 𝘢𝘯𝘥 𝘴𝘱𝘦𝘤𝘪𝘧𝘪𝘤 "𝘚𝘢𝘷𝘦𝘥" 𝘚𝘦𝘤𝘵𝘪𝘰𝘯𝘴 𝘵𝘰 𝘲𝘶𝘪𝘤𝘬𝘭𝘺 𝘣𝘶𝘪𝘭𝘥 𝘰𝘶𝘵 𝘤𝘶𝘴𝘵𝘰𝘮𝘪𝘻𝘦𝘥 𝘴𝘩𝘢𝘳𝘦𝘥 𝘸𝘰𝘳𝘬𝘴𝘱𝘢𝘤𝘦𝘴.  👉 Create slide decks "templates" that are easy to "Copy" and customize for a variety of prospects. 𝘗𝘳𝘰 𝘛𝘪𝘱: 𝘚𝘢𝘷𝘦 𝘺𝘰𝘶𝘳 𝘧𝘢𝘷𝘰𝘳𝘪𝘵𝘦 𝘰𝘳 𝘮𝘰𝘴𝘵-𝘶𝘴𝘦𝘥 𝘴𝘭𝘪𝘥𝘦 𝘥𝘦𝘤𝘬 𝘵𝘦𝘮𝘱𝘭𝘢𝘵𝘦𝘴 𝘪𝘯 𝘢 𝘥𝘦𝘴𝘪𝘨𝘯𝘢𝘵𝘦𝘥 𝘱𝘭𝘢𝘤𝘦 𝘭𝘪𝘬𝘦 𝘢 𝘎𝘰𝘰𝘨𝘭𝘦 𝘋𝘳𝘪𝘷𝘦 𝘧𝘰𝘭𝘥𝘦𝘳 𝘢𝘯𝘥 𝘴𝘩𝘢𝘳𝘦 𝘸𝘪𝘵𝘩 𝘤𝘰𝘭𝘭𝘦𝘢𝘨𝘶𝘦𝘴 𝘵𝘰 𝘪𝘯𝘤𝘳𝘦𝘢𝘴𝘦 𝘴𝘢𝘭𝘦𝘴 𝘦𝘧𝘧𝘪𝘤𝘪𝘦𝘯𝘤𝘺 𝘢𝘤𝘳𝘰𝘴𝘴 𝘺𝘰𝘶𝘳 𝘰𝘳𝘨𝘢𝘯𝘪𝘻𝘢𝘵𝘪𝘰𝘯.  👉 Clarity is key! Make sure all sales collateral you share with buyers is easy to understand and visually appealing. 𝘗𝘳𝘰 𝘛𝘪𝘱: 𝘐 𝘭𝘪𝘬𝘦 𝘵𝘰 𝘴𝘪𝘮𝘱𝘭𝘪𝘧𝘺 𝘵𝘩𝘦 𝘛𝘙𝘜𝘌 𝘝𝘈𝘓𝘜𝘌 𝘰𝘧 𝘸𝘩𝘢𝘵 𝘐'𝘮 𝘴𝘦𝘭𝘭𝘪𝘯𝘨 𝘪𝘯𝘵𝘰 1 𝘴𝘭𝘪𝘥𝘦 𝘵𝘩𝘢𝘵 𝘦𝘢𝘴𝘪𝘭𝘺 𝘴𝘩𝘰𝘸𝘴 "𝘊𝘶𝘳𝘳𝘦𝘯𝘵 𝘚𝘵𝘢𝘵𝘦" 𝘷𝘴. "𝘋𝘦𝘴𝘪𝘳𝘦𝘥 𝘚𝘵𝘢𝘵𝘦" 𝘢𝘯𝘥 1 𝘴𝘭𝘪𝘥𝘦 𝘵𝘩𝘢𝘵 𝘤𝘭𝘦𝘢𝘳𝘭𝘺 𝘦𝘹𝘱𝘭𝘢𝘪𝘯𝘴 𝘩𝘰𝘸 𝘵𝘩𝘦 𝘱𝘳𝘰𝘥𝘶𝘤𝘵 𝘐'𝘮 𝘴𝘦𝘭𝘭𝘪𝘯𝘨 𝘩𝘦𝘭𝘱𝘴 𝘵𝘩𝘦 𝘣𝘶𝘺𝘦𝘳 𝘢𝘤𝘩𝘪𝘦𝘷𝘦 𝘵𝘩𝘦𝘪𝘳 𝘮𝘢𝘪𝘯 𝘱𝘳𝘪𝘰𝘳𝘪𝘵𝘺. 👉 Most decisions boil down to COST. Create customized Cost Analysis Spreadsheets for buyers to add transparency to the sales cycle. 𝘗𝘳𝘰 𝘛𝘪𝘱: 𝘐𝘯 𝘰𝘳𝘥𝘦𝘳 𝘵𝘰 𝘣𝘶𝘪𝘭𝘥 𝘰𝘶𝘵 𝘢 𝘤𝘶𝘴𝘵𝘰𝘮𝘪𝘻𝘦𝘥 𝘊𝘰𝘴𝘵 𝘈𝘯𝘢𝘭𝘺𝘴𝘪𝘴 𝘧𝘰𝘳 𝘢 𝘱𝘰𝘵𝘦𝘯𝘵𝘪𝘢𝘭 𝘣𝘶𝘺𝘦𝘳, 𝘪𝘵 𝘳𝘦𝘲𝘶𝘪𝘳𝘦𝘴 𝘵𝘩𝘦𝘮 𝘵𝘰 𝘴𝘩𝘢𝘳𝘦 𝘴𝘰𝘮𝘦 𝘥𝘦𝘨𝘳𝘦𝘦 𝘰𝘧 𝘵𝘩𝘦𝘪𝘳 𝘤𝘶𝘳𝘳𝘦𝘯𝘵 𝘤𝘰𝘴𝘵 𝘴𝘵𝘳𝘶𝘤𝘵𝘶𝘳𝘦. 𝘛𝘩𝘦𝘳𝘦𝘧𝘰𝘳𝘦, 𝘺𝘰𝘶 𝘢𝘳𝘦 𝘦𝘭𝘪𝘤𝘪𝘵𝘪𝘯𝘨 "𝘣𝘶𝘺-𝘪𝘯" 𝘧𝘳𝘰𝘮 𝘵𝘩𝘦 𝘱𝘳𝘰𝘴𝘱𝘦𝘤𝘵 𝘸𝘩𝘪𝘤𝘩 𝘩𝘦𝘭𝘱𝘴 𝘴𝘢𝘭𝘦𝘴 𝘤𝘺𝘤𝘭𝘦 𝘷𝘦𝘭𝘰𝘤𝘪𝘵𝘺. #salescollateral #sales #salestips

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Prospects often tell us exactly what’s wrong... 👇 And that’s when most salespeople drop the ball. When a prospect admits a problem, it’s a huge opportunity to dig. But instead of leaning in, too many sales reps rush to pitch. The secret? Pause. Ask the right question. Dive into the context. By doing this, you uncover the root cause, learn how long the issue has been happening, and identify what’s really at stake for the prospect. That’s how you turn surface-level problems into meaningful conversations. I’ve put together a free guide to help you recognize these golden opportunities and handle them with precision. Here you go. 👇 https://lnkd.in/e5uaTv8p

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🔔Watch this quick clip to find out what salespeople do wrong and how you can avoid it. #SalesTips #SalesTraining #SalesSuccess

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Cold calling is dead. As Nick and Armand say, it is.....for people who suck at it. Most reps go through the motions, make their dials, don't analyze their list, use generic messaging, and don't practice the craft of cold calling to try to improve. It's a mentality thing too. If you think a call blitz is going to suck or you think cold calling is a waste of time and you're not willing to put in the effort to try new approaches and improve then yes, the call blitz is going to suck and cold calling is a waste of YOUR time. If you treat it like anything else that you want to get better at and put in the work, it's still an extremely viable and valuable part of the overall sales process. I had Nick and Armand on the podcast this week to talk about their new book and some of the key tips, techniques and approaches they, and some of the best cold callers out there, use stand out from the crowd and crack through the noise. Check out the full episode of Make it Happen Monday today wherever you get your podcasts and pick up their book on Amazon if you want to level up!

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A lot of sales reps are still using old-fashioned methods for credit checks, sometimes waiting up to a week to hear back from references. This not only takes forever but also pulls them away from what they should be doing - selling. So, what's the fix? Credit check systems that are built right into their existing tools. By using a solution that connects through an API, sales teams can: 1. Get full business credit reports in seconds 2. Cut down the time it takes to onboard new clients from days to just minutes 3. Make smart decisions quickly with risk scores and payment history at their fingertips 4. Spend more time selling and less time on paperwork One sales rep told me she was "fed up with doing it through the credit reference sheets" and found it "such a time suck." By bringing this process into the 21st century, companies can really boost their efficiency and let their sales teams focus on what they're good at – closing deals. Just remember, in today's fast-moving business world, every minute matters. Don't let old, clunky processes slow your sales team down. Our team at CRS‎ can help if you have any further questions on this.

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“Send me an email.” Here’s how to handle this objection: ✅ Step 1: Reality check Once you hang up the phone, the success rate of landing a meeting goes down dramatically. There’s literally <1% success rate of sending an email that blows the socks off your prospect so much they respond with: “KILLER email! Yes, let’s talk. Are you available right now?” Play the odds. You’re better off asking for the meeting again. ✅ Step 2: Comply Prospect: “Can you send me an email?” Rep: “Sure thing, happy to.” Doing so disarms the prospect. And that’s all you can ask for when objection handling during a cold call. Genuine conversation. That’s the goal. ✅ Step 3: Get more info Now it’s time to dig in. Your goal is to anchor back to a legitimate reason for the prospect to meet with you. Prospect: “Can you send me an email.” Rep: “Sure thing, happy to. So I can get the right info to you—are you like most HR leaders in that your team is absolutely swamped with manual tasks running payroll, benefits, etc. across five different tools?" Then dig in for as much as the prospect is willing: - Find out their current solution - See if they have similar problems that your clients have ✅ Step 4: Ask for the meeting Now it’s time to anchor what you just learned to the reason for meeting. Rep: “Got it, this is exactly what we’ve helped ABC and XYZ companies with. Their HR teams were getting bogged down with manual admin. work across the five solutions they pieced together for payroll, benefits, onboarding, etc. How about this—most of the material we send over can be very generic and unhelpful. A more effective use of your time would be to spend time with one of our HR specialists to look at this through a lens that’s more specific to your business. Do you have your calendar handy?” This usually does the trick ✅ Step 5: How to handle resistance Still getting resistance? Try this: Rep: “Okay, no worries. How about we put 5 minutes on the calendar for tomorrow when you’ve had a chance to look over the email? If you like what you see, we keep the meeting. If you don’t, you can cancel. Sound fair?” ============== And that’s how you handle the “send me an email” objection. Love/hate this approach? Let me know in the comments. Want more tips like this? Join me, Armand Farrokh, and Nick Cegelski next Wed 7/17 to learn how to handle any objection on a cold call. Register here: https://hubs.li/Q02CRdWQ0 #sales #outbound

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7 Pitfalls Sales Leaders face when trying to effective at holding reps accountable. 1 - It takes work, daily work 2 - Keeping balance between monitoring and micro managing. 3 - Solely focused only on the end result or lagging indicator - typically revenue. 4 - Consistency - start strong then falls off over time (see #1). 5 - Treats all reps the same. 6 - Doesn't communicate the why behind their follow up and accountability. 7 - Makes it about their (the Sales Leader's) goals and not the reps. What's the hardest one?

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What ways do you get your prospects to talk? #sales #salestips #salestraining #MattEaston

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Salespeople need to stop begging... 1. "Can I please tell you why I called?" 2. "Can I just take 30 seconds?" 3. "Can I tell you a bit about us?" Sales, done correctly is a 50/50 dynamic, where the above becomes something more like... 1. "Tell you what, if you've got a moment I'll tell you exactly why I called..." 2. "Give me 30 seconds and I'm sure we can work out if this is even relevant..." 3. "Why don't I give you the top line on how we help other MDs in your industry..." - The first 3 are subservient. - The second 3 are much more assertive. Feel the difference? #sales #partnership #sell

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I swear, I don’t try to contradict what many are predicting for the sales profession just to be controversial… This week, I was interviewed by a prominent analyst firm for their upcoming report on what sales will look like in 5-10 years. When the call started, I promised them they’d get a different opinion than everyone else’s - because I just don’t buy what many others are predicting.  Sure, changes are happening. But so many of the predictions of “big changes” happening/coming to the sales profession in 5-10 years are the SAME predictions of what will be coming to the sales profession in 5-10 years…100 years ago. Let’s pick two predicted forces for change: (1) “Buyers know more nowadays” And (2) “Buyers do not wish to interact with salespeople”. That first quote is from 1910 - by Thomas Herbert Russell in his book, Salesmanship, Theory and Practice. The second quote is a (slightly paraphrased) quote from a 1927 article in Sales Management Magazine by Cunliffe Bolling, discussing how he evaluates solutions without signaling interest to salespeople. The rise of catalogs. The rise of advertising. The rise of personal transportation. The rise of the telephone. The rise of email. The rise of e-commerce. And now the rise of AI. They’re all the same in the eyes of the prognosticators throughout history - they’ve consistently led to these SAME TWO threats to the profession. 😇 Yet, we’re all still here…larger in number than ever before. My opinions on what actually is changing I’ll save for their report (when it comes out) and later in my writings.  At its core, how can we predict how sales will change if we don't have the forces for change nailed? Buyers knowing more will be no different tomorrow than today or yesterday. Buyers not wanting to deal with salespeople will be no different tomorrow than today or yesterday. “SELL the right goods, at the right price, in the right spirit - and all the forces of good in the universe will be pulling for you.” - Matthew Sales, Specialty Salesman Magazine, 1921 😍

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