Sales For Nerds

How he taught himself to sell, including the steps of the sale, how to turn features into benefits, and how to close. How he taught his team to sell. "People hate to be sold to, but people love to buy." Why if you're doing too much "hard core selling", your message isn't right. Why introverts have a long term advantage in sales versus most extraverts. (And how to take that advantage.) Why he puts the message first, even before the audience. Why you need to turn features into benefits, and benefits into stories. Why stories are so important. What can I do above and beyond the core functional skills/services/products to give my customer an amazing experience. Why you don't want to spend tons of time writing "educational" proposals-- it not only wastes your time, it decreases your chances of winning.  If you confuse the customer, you lose the sale. Practical steps on niching, including a real world example (and a meta-example of Matthew's storytelling). Why our brains are overwhelmed by input and we have to foc