S03E05 | Sales Techniques for Industrial Sales Professionals Part 1

The Metal Guys Talk Business

Hosts: Pete Comerford and Mike Bolton
Guest: Tom Mallens
Episode Title: Sales Techniques for Industrial Sales Professionals Part 1
Release Date: July 9th, 2024

Episode Summary:
In this episode, we dive deep into Tom Mallens' career journey, exploring how he transitioned from journalism to becoming a sought-after sales trainer. Tom shares his insights on the challenges faced by salespeople, the importance of structured sales training, and how he discovered his passion for helping others succeed in sales. We discuss the relevance of sales methodologies and the significant impact of proper training on sales performance.

Key Discussion Points:

1. Introduction to Tom Mallens:

• Background in journalism and initial career in local newspapers and magazines.
• Transition to sales with a Swiss company selling specialty adhesives.
• Encountering common sales frustrations and discovering a passion for sales training.

2. The Impact of Sales Training:

• The revelation from reading David Sandler's book "You Can't Teach a Kid to Ride a Bike at a Seminar".
• How sales training changed Tom's approach to selling and increased his success.

3. Sales Challenges and Solutions:

• Common issues faced by salespeople, such as price negotiation and unproductive meetings.
• The importance of following a structured sales process to achieve better results.
• Comparing sales skills to learning processes in other fields like sports and romance.

4. The Role of Sales Methodologies:

• Explanation of the Sandler sales methodology.
• The significance of having a process to follow, especially for those without natural sales talent.
• How structured training can help average performers excel in sales.

5. Personal Development and Sales:

• The correlation between personal confidence and professional success.
• Tom’s personal experiences and anecdotes about overcoming shyness and improving social interactions.

Learn more about Tom Mallens:

• Connect with Tom Mallens on LinkedIn: Tom Mallens LinkedIn
  
  

SEASON THREE of The Metal Guys Talk Business is sponsored by:

SteelBuy - SteelBuy is a digital platform revolutionising the way businesses trade metal products online.

TW Metals - TW Metals is a stockholder and distributor of Nickel Alloy, Aluminium, Titanium and Stainless Steel products in a range of forms including Tube, Bar, Pipe, Extrusion as well as Sheets and Plates.

Comton Group - A recruitment agency powering employment in the Metal, Manufacturing, and Engineering sectors.

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The Metal Guys Talk Business is created and produced by Comton Group.

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