Hi, Mats Fogelqvist here.

I thought I would write a personal letter to you since you took the time to visit my website.

So what can I tell you about myself that might be interesting to you?

I live in Delsbo, I'm in my late 50:s but don't look a day over 40 (that's what I want to believe anyway...)

I have two daughters, two dogs and a wife.

I could go on forever, but I don't think you came here to read about me.

I think you came here to see if this guy can help you.

Is he worth my time and attention?

Maybe not.

Let me give you two reasons why that might be the case.

There are many out there who promise quick results by using clever tricks. I'm not one of them.

You must understand that if you want to succeed, not just today but also tomorrow, you must, and I really mean must, put your customers' well-being before your own.

And that means sometimes having to pass up short-term gains.

But in the end, it's these short-term gains that cause companies problems anyway.

Nobody likes someone who puts their own interests before yours. We avoid doing business with such people.

But if you are long-term in what you do and want to achieve - then I'm the right person for you.

I can help you, but I won't do it.

You need to understand that if you really want to be successful, you must do the work required.

My lessons will demand something from you. They might push you outside your comfort zone. They require your investment of both time and mental energy.

It will get worse before it gets better.

So if you prioritize comfort and simplicity over actually DOING something that will make a difference - then I'm not the right person for you.

I will give you free tools and tips that you can start using immediately.

I will also try to sell stuff to you.

But I don't think you're that different from me. Before I buy, I like to try first. So I'm giving you the chance to try without any strings attached.

I think like this: If what you get for free from me works, you'll want to buy some of my other training programs.

And if you don't want to, you don't. But prepare yourself to receive plenty of tempting offers from me! 😀

So how did I come to create a new sales/engagement model? Perhaps you're wondering if there aren't enough of them already? And sure, there are lots to choose from, try Googling "sales model" and you'll see.

But the thing is - they don't work.

Once upon a time they did, but we live in a completely different world now compared to the 70s when these models first saw the light of day.

They are all based on the same framework: You ask the customer a series of prepared open and closed questions to find the customer's needs (which can be conscious or unconscious).

Then you present a solution to that need which is the same thing as the product or service you're selling.

I think you've been subjected to this model several times, telemarketers use it all the time.

And I'm pretty sure you didn't like it.

And if you didn't like it, why do you think your customers will?

But why did the model work when it was first launched?

It's because its creators realized one thing: we buy stuff because we have problems we want to fix.

Previously, sales was only about one thing: showing that what I'm selling is better, faster, higher, cheaper, etc., i.e., convincing the customer with product features.

This new idea spread like wildfire across the world. Above all, it proved to work well in B2B.

So far so good, but then came the internet.

Before the internet, we as customers or consumers had poor access to information. Companies held all the cards.

As a customer, you were dependent on a salesperson informing you about what could solve the problems you had. Today it's the opposite.

Today we find out for ourselves what solves our problems.

Just think about how the travel industry has changed.

Before the internet, we had no choice but to go to the local travel agency. They had a monopoly on booking airline tickets.

Now we book our airline tickets ourselves. With the help of powerful search engines, we get all flight options presented to us directly.

And what has happened to all local travel agencies?

The same applies to your customers. As soon as the need arises, they start looking for a suitable supplier. And they are not, as before, dependent on local companies, no, the whole world lies open before their feet.

They compile a list of some suitable suppliers and if you're lucky, you'll be invited to submit a quote.

But by then it's only about one thing - price. And that's a situation none of us want to be in.

But there is a better way. A MUCH better way.

The Best Way = Help Your Customers Buy Decision-makers at companies are drowning in work.

So it's not strange that they don't have time to meet lots of salespeople.

Because their experience with salespeople can so far be summarized in one thing: waste of time.

They simply see no point in it.

I experienced this myself when I worked as marketing director at a large company.

Sometimes I agreed to meet with the occasional advertising agency.

I always hoped they would surprise me and give me some new ideas and perspectives that I could use.

But no. It never happened.

Instead, they all played the same old tired tune. I had to endure 60 painful minutes of closed and open questions while they dug for my needs.

By what right did they steal a whole hour of my workday?

Without giving anything back?

The insight-driven sales model I describe in my book SOLD OUT takes a completely different approach.

If I were to summarize my model in a single sentence, it would be this: It's not about you or your company, it's only about them.

By understanding how decision-makers think, we can give them what they want.

And the way there is through knowledge and insights.

Here's my first tip for you: Check out my NEWS FROM THE TRENCHES you can find here on my website.

Try some of my tips.

If it works, maybe you'll consider buying some of the training programs I'll offer you?

Simple, right?

Thanks for coming here, see you again!

/Mats