The Rhyming Pitch
becky.torre Daniel Pink’s blog, an extension of the book To Sell is Human, considers some of the most interesting aspects of sales, many rooted deeply in psychology. Part of a smartly…
April 2015
Sales and the Commitment
WheelerAA1 Most people are not a fan of commitment. The idea of being “stuck” is scary. This can apply to just about anything- moving to a new place, finding a job,…
Sales and the Birch Tree
A few weeks ago in England, I met a charming lad from Germany. We got to talking and it was evident that he adored his home country. He began to…
You don’t learn by getting an A
hendersonam1 Sandler Rule # 43 ” You don’t learn by getting an A” When you get a no from customers you immediate reaction should not be to be upset but you…
The Dog Ate My Homework
Sometimes life gets busy. Actually, life always seems to be busy. But sometimes, it gets very busy. And according to Entrepreneur.com, pushing off researching companies before you talk to a…
Enchant Your Prospect
On first pass, Guy Kawasaki’s encouragement to “enchant” your prospects seems a little hokey. But it makes sense, as most things do, with a bit of explanation. Enchantment is not…