Rule #14
NicholsJL1 In my opinion, Sandler rule #14 that states that “A Prospect Who is Listening is No Prospect at all” might be the most important rule that we have learned so…
February 2015
Cold Calling Nerves
gibsonam1 Over the summer, I had an internship at State Farm. It was a small office with only 4 other employees so it was very laid back and fun. My boss…
Until Death Do Us Part
weatherstone What does dedication to a job look like? And dedication to selling? Meet Reginald Huntley. Born in December of 1918 – yes, that means he is 97 years old –…
Repping the Referrrals
FinneganBJ1 In light of our prospecting talks in class over the last couple of days I thought it might be interesting to talk about one of the easier and more successful…
Pain and the Sales Process
taylorstein93 One thing we have talked about a lot in class that I have been thinking about is the issue of uncovering pain that customers have in order to better equip…
Always Bring Your “A” Game
metzlerbp1@gcc.edu Rule #7: “You Never Have to Like Prospecting, You Just Have to Do It”. As discussed in The Sandler Rules by David Mattson, prospecting is the process of actively searching…
Like a Kid in a 100 Acre Candy Store
smithza1 We all know this pain way too well. We are out shopping for a gift or even for ourselves and we get to the store an there are a million…
Sales and the Trust Fall
WheelerAA1 The temperature has risen to a hot 17 degrees in Grove City. The snow is coming down thick and soft. Not the wet slushy kind, or the hard snowman-building kind,…
People > $$
smileycj1 I think most people in today’s sales world would agree that you have to approach customers with a relationship vs. dollar sign orientation. Yet how many truly let this thinking…
The Sacred, Secret, Satisfying, Agenda
broughersg1 Agendas. I’ll be honest I hadn’t given them much thought. Then, Evan Addams spoke to our class and it was like a lightning bolt hit me. Of course agendas are…