Matthew Garland

Examiner
DISC Type : cs

Territory Manager at Ferguson Enterprises

Greater Houston, United States

Overview

Matthew is an accomplished Territory Manager at Ferguson Enterprises, specializing in the wholesale distribution of HVAC equipment. He has earned a place in the companys prestigious Summit Club for top sales and customer service. He holds a Bachelors degree from Texas State University.

During college, Matthew demonstrated leadership as the Vice President of the Collegiate Entrepreneurs Organization. In this role, he represented the Texas State chapter at a global conference and was involved in project sales and production, showcasing an early interest in business and leadership.

He is a Summit Club honoree, an award given to the top 5 percent of employees company-wide for outstanding sales and customer service.

Personality Overview

Process Oriented

Tough To Convince

Late Adopter

Being observant comes to them naturally.  They are quite aware of their needs and limitations, so they are unlikely to over-promise. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

HVAC Sales
He has progressed through several sales roles at Ferguson Enterprises, a wholesale distributor of HVAC equipment and supplies.
Indoor Air Quality
He previously served as an IAQ Product Specialist and posts about innovative technology in the IAQ space and the importance of breathing clean air.
Customer Relationships
His role focuses on generating new customer leads and developing them into productive, professional sales relationships.

Media Appearances

Matthew has no verified media appearances

Work History

1-2022
Territory Manager at Ferguson Enterprises
2-2021 - 1-2022
IAQ Product Specialist at Ferguson Enterprises
4-2019 - 2-2021
Inside Sales Representative at Ferguson Enterprises
3-2018 - 4-2019
Financial Sales Advisor at BBVA Compass
1-2017 - 12-2017
Vice President at CEO (Collegiate Entrepreneurs Organization)

Education

2015 - 2017
Bachelor's degree from Texas State University
2011 - 2014
Education details unavailable from Lone Star College

More Information

Social Presence :

Prographics :

Exp : 13 Location : Greater Houston, United States Job Level : Middle Designation : Territory Manager at Ferguson Enterprises
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Be firm in your communication and stay in control

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Matthew

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Matthew move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Matthew take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Matthew

Personality Compatibility


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