Pitching: Advice from an expert
graberap1 I was recently talking with a friend who works in sales. He regularly makes over 100 cold calls per week, buying investment real estate. I was asking him for advice…
March 2017
Old Sales vs. New Sales – authenticity and selling technique
“I would never work in sales.” “Salespeople are just trying to take my money.” “Sales people are…” “pushy.” “obnoxious.” “slick.” “manipulative.” “deceptive.” The above are all common views of sales,…
Organization in Sales
In sales, organization is key. This can look very different depending on the type of sales situation or the person in charge. It’s not vital that your method of organization…
Stop Talking
Burkemd1 When selling, we all think we have to say things perfectly and sell ourselves just right. When we do this, we have a tendency to stop “selling” and just start…
Selling Ain’t Telling, Asking Is
SmithMM1 Selling ain’t telling, asking is. This is rule #14 from Mattson. This is a key concept in trying to figure out what problem your prospect is having. After all, if…
Negativity and Positivity in the “No”
Webbng1 We have spoken in class about how learning to fail, is the only way you’ll learn to win. I’m sure that we’ve all been taught something similar throughout our lives–“learn…
Are you Spilling your Candy in the Lobby, or are you catching their attention with a Hook?
When we spoke of sales people spilling their candy in the lobby, the first question that popped into my head was, “How do you tell the difference between your Hook,…
Do Not Assume
Possibly the most difficult part of selling is the ability to not make an assumption about what a prospect is thinking. Sandler’s rule 13 is “No Mind Reading.” When selling,…
Other Applications for Sales Principles – Part 5 – In Your Love Life
BakerID1 Alrighty, well this’ll be short. My knowledge of this subject is comparable to Sergeant Schultz from Hogan’s Heroes: “I know nothing, nnnnnothing!” Although it was a silly example, there is…
Other Applications for Sales Principles – Part 4 – In a Job Interview
With job interviews, you have to sell yourself to a potential employer and, of course, sales principles can be applied here as well. First, you have to be well prepared…