Matt Doyon

<p>JB: How did you get into sales?</p><ul><li>Way back into sales - formally started in 2004 in Print Media Advertising sales </li><li>Understanding problems you see around you and how to solve them 8 years old, bucket soap and sponges to make some extra $$ to buy baseball cards</li><li>Identify prospects in the neighborhood who has a car? Who’s car is dirty? Car is there, so they are home. He has a solution to work with them. Cold calling, opening up prospects, asking for the $$, digging into pain </li><li>Interviewing for sellers and sales roles, that’s the kind of experience that can help someone be really effective. </li><li>Any profession is a LIFESTYLE choice - why would you do it?</li><li>Has to be a degree of shamelessness, have to be willing to ask questions, be comfortable to talk about $$$</li><li>Most of the sales skills aren’t natural, but are nurtured at a young age, what have our parents taught us?  What are their early experiences to understand their past to see if they are really doing something they want to do </li></ul><p>JB: If you don’t have some of these core drivers and skills. Have you seen this is why some folks struggle in sales?</p><ul><li>Love Challenger Sale, Challenger Customer, Miller Heiman - Great content and great learning - that is PRESCRIPTION INFORMATION - you first need to UNDERSTAND THE PROBLEM</li><li>What is the underlying root cause of this issue? How do we attack that?</li><li>Talk a lot on our team about FEAR, especially SOCIAL FEAR.  They will give you the skills/tactics but if you can’t understand where your anxiety comes from, how to communicate, what’s appropriate what’s not?  Let’s talk about the psychology of where the problem comes from then we can build the polish with objection </li><li>Psychology of sales hasn’t been promoted much in the past. </li><li>Sales is expected to DELIVER RESULTS NOW </li><li>Oftentimes, Sales gets sucked into this paradigm to GO GO GO to get results and don’t take time to look internally, be introspective, take a breathe and think lo