Host John Chapman of the John Chapman Show talks with Matt Perkins about his philosophy for sales that puts the customer first. Learn how to focus on the needs of customers through consultative sales and empathize with them authentically and incorporating expertise.  

 

Episode Highlights:
        Where did Matt Perkins grow up and what was it like for him?
        When was his first encounter with the idea of sales?
        At what age did he realize he had his key moment to pursue sales? 
        What was his sales experience while he was at the University of Washington?
        Matt explains the difference between transactional sales and consultative sales. 
        What is the mindset of someone in consultative sales?
        What action steps should salespeople use to put customers first?
        Sales are based on being able to listen, empathy, expertise, and authenticity. 
        Why is it so hard for us to be ourselves in sales? 
        What is the idea of problem aware, solution aware, and you aware? 
        How do we discern where the buyer is in their buyer’s journey? 
        Are their ways to draw people in during their buyer’s journey? 
        What advice does he have for people in a sales role? 

 

3 Key Points:
  The transactional sale is someone having a need for something and someone selling it to them without much guidance prior to the purchase. 
  The consultative sale is when the customer doesn’t quite know what they need and the salesperson consults them on how to solve their problem. 
  Almost two-thirds of the economy in the United States is based on people liking to buy things. 

 

Tweetable Quotes:
    “You need to be in service of others and you need to think about what is best for the person that you are speaking with.” – Matt Perkins
    “The best companies in the world are customer-centric, truly customer-centric.” – Matt Perkins 
    “As a salesperson, a lot of the influences around us are not necessarily customer-centric.” – Matt Perkins

 

Resources Mentioned:
Linkedin: John Chapman

Host John Chapman of the John Chapman Show talks with Matt Perkins about his philosophy for sales that puts the customer first. Learn how to focus on the needs of customers through consultative sales and empathize with them authentically and incorporating expertise.&nbsp;&nbsp;
&nbsp;
Episode Highlights:
<ul>
<li>&nbsp; &nbsp; &nbsp; &nbsp; Where did Matt Perkins grow up and what was it like for him?</li>
<li>&nbsp; &nbsp; &nbsp; &nbsp; When was his first encounter with the idea of sales?</li>
<li>&nbsp; &nbsp; &nbsp; &nbsp; At what age did he realize he had his key moment to pursue sales?&nbsp;</li>
<li>&nbsp; &nbsp; &nbsp; &nbsp; What was his sales experience while he was at the University of Washington?</li>
</ul>
<ul>
<li>&nbsp; &nbsp; &nbsp; &nbsp; Matt explains the difference between transactional sales and consultative sales.&nbsp;</li>
</ul>
<ul>
<li>&nbsp; &nbsp; &nbsp; &nbsp; What is the mindset of someone in consultative sales?</li>
<li>&nbsp; &nbsp; &nbsp; &nbsp; What action steps should salespeople use to put customers first?</li>
<li>&nbsp; &nbsp; &nbsp; &nbsp; Sales are based on being able to listen, empathy, expertise, and authenticity.&nbsp;</li>
<li>&nbsp; &nbsp; &nbsp; &nbsp; Why is it so hard for us to be ourselves in sales?&nbsp;</li>
<li>&nbsp; &nbsp; &nbsp; &nbsp; What is the idea of problem aware, solution aware, and you aware?&nbsp;</li>
<li>&nbsp; &nbsp; &nbsp; &nbsp; How do we discern where the buyer is in their buyer&rsquo;s journey?&nbsp;</li>
<li>&nbsp; &nbsp; &nbsp; &nbsp; Are their ways to draw people in during their buyer&rsquo;s journey?&nbsp;</li>
<li>&nbsp; &nbsp; &nbsp; &nbsp; What advice does he have for people in a sales role?&nbsp;</li>
</ul>
&nbsp;
3 Key Points:
<ol>
<li>&nbsp; The transactional sale is someone having a need for something and someone selling it to them without much guidance prior to the purchase.&nbsp;</li>
<li>&nbsp; The consultative sale is when the customer doesn&rsquo;t quite know what they need and the salesperson consults them on how to solve their problem.&nbsp;</li>
<li>&nbsp; Almost two-thirds of the economy in the United States is based on people liking to buy things.&nbsp;</li>
</ol>
&nbsp;
Tweetable Quotes:
<ul>
<li>&nbsp; &nbsp; &ldquo;You need to be in service of others and you need to think about what is best for the person that you are speaking with.&rdquo; &ndash; Matt Perkins</li>
<li>&nbsp; &nbsp; &ldquo;The best companies in the world are customer-centric, truly customer-centric.&rdquo; &ndash; Matt Perkins&nbsp;</li>
<li>&nbsp; &nbsp; &ldquo;As a salesperson, a lot of the influences around us are not necessarily customer-centric.&rdquo; &ndash; Matt Perkins</li>
</ul>
&nbsp;
Resources Mentioned:
<ul>
<li>Linkedin:<a href="https://www.linkedin.com/in/johnchapmannewportbeach/"> John Chapman</a></li>
</ul>

The John Chapman Show is your source for retirement strategies to help you better manage your time and money. Pre-retirees face some major headwinds: ultra low interest rates, high stock valuations, increasing healthcare costs and longevity, and the ever changing tax and estate laws. If you're planning to retire within the next 10 years, are you on track to attain financial independence? Host, John Chapman, is a CFP® and Partner at WorthPointe, a boutique wealth management firm helping clients get the most from life with the money they do have. For more information, you can check out www.thejohnchapmanshow.com. 

The John Chapman Show is your source for retirement strategies to help you better manage your time and money. Pre-retirees face some major headwinds: ultra low interest rates, high stock valuations, increasing healthcare costs and longevity, and the ever changing tax and estate laws. If you're planning to retire within the next 10 years, are you on track to attain financial independence? Host, John Chapman, is a CFP&reg; and Partner at WorthPointe, a boutique wealth management firm helping clients get the most from life with the money they do have. For more information, you can check out <a href="http://www.thejohnchapmanshow.com">www.thejohnchapmanshow.com</a>.&nbsp;

The John Chapman Show Podcast

Planning to retire in the next 5-10 years? Want to ensure you are retirement ready? 

The John Chapman Show is your source for retirement strategies to help you better manage your investing, tax, insurance and estate planning.  

Pre-retirees biggest risks lie in not just investing the wealth they’ve built, but also in maintaining an up to date and secure financial plan as life changes. 

As you make the final push in your working career, be sure to stay on track with your financial plan so that ultimately you get the MOST from life with the money you do have. 

Host, John Chapman, is a CFP® and Partner at WorthPointe, a boutique wealth management firm helping clients gain financial peace of mind.

Planning to retire in the next 5-10 years? Want to ensure you are retirement ready?&nbsp;
The John Chapman Show is your source for retirement strategies to help you better manage your investing, tax, insurance and estate planning.&nbsp;&nbsp;
Pre-retirees biggest risks lie in not just investing the wealth they&rsquo;ve built, but also in maintaining an up to date and secure financial plan as life changes.&nbsp;
As you make the final push in your working career, be sure to stay on track with your financial plan so that ultimately you get the MOST from life with the money you do have.&nbsp;
Host, John Chapman, is a CFP&reg; and Partner at WorthPointe, a boutique wealth management firm helping clients gain financial peace of mind.

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