Episode 94: Nailing The Buyers Process to Monetise More Sales, with Matthew Whyatt

In this episode of Stronger Sales Teams, Ben Wright is joined by Matthew Whyatt, a distinguished sales leader from Australia renowned for his expertise in crafting high-impact sales strategies. The discussion kicks off with Matthew offering valuable insights into the science of buyer-centric selling, effective sales leadership, and his broad experience across various industries. The conversation takes a deep dive into the concept of the "buyer's process," stressing the critical importance of understanding customer behaviour in the sales journey. Matthew introduces a structured, four-step framework designed to guide sales interactions and convert potential into measurable success.

About the Guest:

Matthew Whyatt is an accomplished sales professional with extensive experience across a range of industries, including IT, software consultancy, real estate, healthcare, and business licensing. As the founder of Teck Torque Systems, he specialises in providing strategic sales consultancy and training, helping technology businesses expand and thrive. With a proven track record of leading organisations to generate over $100 million in sales, Matthew has a deep expertise in both managing and mentoring high-performing sales teams. Formerly the CEO of Velocity Sales Training, he collaborated with prominent sales experts and worked closely with Fortune 500 companies and government agencies. A strong advocate for buyer-centric selling, Matthew is dedicated to empowering businesses to make informed, strategic decisions.

Key Takeaways:

• Understand the buyer’s process with a four-step framework to navigate successfully through “Just looking,” avoiding “Free consulting,” handling “Proposal requests,” and overcoming customer “Hiding.”
• Empower teams with a strong belief in the product and company to excel in sales engagements.
• Create actionable customer interaction plans, such as booking follow-up meetings during initial conversations to maintain momentum.
• Break up emails as a powerful tool to re-engage disengaged prospects and manage resource allocation effectively.
• The importance of leaders staying connected to frontline sales activities to enhance credibility and effectiveness in decision-making.

Time Stamps:

0:00 Intro

1:03 Guest Introduction

6:21 Broad Thoughts and Questions

12:19 The Framework

18:51 How To Turn on the Growth Tap and Where To Start

21:24 Guest Socials

22:37 Outro

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