“Falling Back”
Jon Graber “If someone slaps you on one cheek, turn to them the other also. If someone takes your coat, do not withhold your shirt from them” (Luke 6:29). Sandler Rule #28,…
April 2015
“Let’s Pretend”
“Thanks so much coming out today, would you be able to give me a price for the proposed work and we can go from there?” Coming from an interested prospect,…
Rule 27
allieo Sandler Rule 27 shares the importance of letting the prospect make their own conclusions. Asking questions, that frame the benefit of the product, allows the customer to reach their own…
The Power of Habit
smileycj1 This semester, I read The Power of Habit: Why We Do What We Do in Life and Business by Charles Duhigg. It was a book I had heard about for…
The Decision Maker, don’t get tunnel visioned.
broughersg1 There are probably whole books written about finding “the decision maker.” This makes sense, as a sales person, this the person who will say “yes” or “no” to your product…
Sell Past the Close | Success Plans
In his book Predictable Revenue, Aaron Ross discusses “sales, best practices.” One of his tips that caught my eye were what he called “Success Plans.” We have heard sales professionals…
Self-Talk Motivation
metzlerbp1@gcc.edu Under the category of “Buoyancy” in Pink’s book, To Sell is Human, one of his main elements is interrogative self-talk. The idea of self-talk has been a motivation tactic for…
Selling in the Family Business
Funyak It was great to hear from Mr. Nerlich last week. He had some very good insights on selling, life and family business operation. After class I began to wonder if…
Selling to Millenials…
Guentheraf1 As more and more Millennials enter the workforce in a professional capacity, it is very likely that at some point we will engage in B2B sales with a fellow millennial.…
The Pink Cadillac Fleet
weatherstone In 2001, Mary Kay Ash passed away. Back in 1963, she founded what is now the third largest cosmetics and skincare provider, Mary Kay Cosmetics. At the time of her…