Glenn Mattson

"Management is getting things done through other people." As good as you are, you need others to do everything you promise to do when you’re running a business.

I get it. You want referrals. You love referrals. So do I. Everyone in business loves referrals. But, asking for referrals is problematic. Most people don’t like to ask! Why? Three reasons.

Sales professionals know their benchmarks, yet are not taking the time to answer this question, “What daily behaviors must be executed in order to achieve my goals?”

In 1964 the song writer Bob Dylan penned the immortal words, “The Times They Are A-Changin”. If you’re in the financial services field, it’s changing rapidly. 

If you believe success is a dynamic journey rather than a static destination, then you must be moving, constantly, toward achieving it.
How you define or measure success will, of course, change over time. But that you must be moving ever closer to it, is an undeniable truth.

If you’re in sales, you may not like to hear what I’m about to share. But, here goes . . . “Not all people will be ready to buy . . . when you want them to buy”.

If something can help you build your business you’ll want to do it. Effectively. If a system can help you do that, you’ll want to use it. Consistently.

My recent discussion with Dov Baron on The Dov Baron Leadership Show 

I recently joined Jamie Newman on the Your Best Manager podcast where we discussed accountability and leadership.

Listen to this episode and learn:

• How to tap into the reasons people buy
• 3 Keys to making a Sale - the Success Triangle
• Why a professional salesperson talks 30% of the time and listens to the customer the other 70%
• How the best salespeople create an environment that allows people to make a decision.