The Sandler Rules
Elisabeth O'Brien Probably the best book that I have read here at Grove City College has been The Sandler Rules by David Mattson. This book has had a profound impact, not only…
May 2016
Building meaningful sales relationships in a fast-paced world
schultzdg1 One of the most difficult things about selling in modern day culture is building relationships with clients. It is common for potential customers to be concerned with finding a solution…
How to Stop Chasing Prospects…Forever!
hawrankorl1 In class we discussed the importance of prospecting and how challenging it can be. As salespeople face increasing resistance to cold calling, it can be difficult to find a potential…
Final Thoughts on Today’s Sales
“One of the best predictors of ultimate success…isn’t natural talent or even industry expertise, but how you explain your failures and rejections.” -Daniel H. Pink This quote really jumped out…
Do we no longer need sales people?
Today, the internet has made the customers more savvy and able to easily see when they’re being “sold”. The traditional role of salespeople has gone out the window, and we…
It Pays to Create a Vision
As a salesperson, creating a buying vision can go a long way because it ensures that your prospects are better educated and better informed, and enjoy a better overall sales…
Teach, Don’t Sell
porterjj1 I want to take minute and focus on something that Evan Addams mentioned when he was with us for the last time. We have talked a lot this semester about…
It is Springtime…
Christina Vilbert …and I am blind. One of the stories we discussed in class is the story of Rosser Reeves. As the story goes, there was a homeless man who was sitting…
3rd Party Story-Telling
Mattson’s Rule #45 instructs salespeople to express their feelings through third party stories. I found this rule to be especially interesting. Using third party stories is the most non-threatening way…
The 5 “P’s”
I very much appreciated when Mr. VanErden spoke in class the other day. His “5 P’s” are especially insightful and really stuck with me. The 5 P’s to remember in…