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…
2017
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
Burkemd1 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…
Other Applications for Sales Principles – Part 3 – In Politics
Immediately, three quarters of the audience tuned out just by reading the heading. However, our public servants and representatives also hold to sales principles as well as Constitutional principles. In…
Door to Door Sales
In my last blog, I talked a little bit about how I just had an interview where the job ended up being door to door sales. I didn’t know this…
Other Applications for Sales Principles – Part 2 – In Media
Although not physical products, various forms of media are sold every day. From movies to software to books to magazine to television to online videos are all consumed by people…
Other Applications for Sales Principles – Part 1 – On the Internet
Many people know sales in terms of selling a physical product. However, many of the sales principles can also be applied to other situations. Internet sales, for example, have become…