Myths of Sales
SmithRM1 As I meet more and more salespeople, I’ve started to realized that the three myths about sales are, in fact, completely false. The Myth of the Blockhead A common opinion…
2018
Role You vs Real You
difalcolm1 Mattson’s first principle of selling is all about learning to fail, to win. In our culture, especially at Grove City, we are trained to avoid failure at all costs. Failure…
Maybe Not
One important principle to remember in sales is that your solution may not always be the best option for your customer. This concept kind of goes against the grain of…
Sales: Helping People or Taking Advantage of Them?
In the minds of most people, sales has a very negative connotation. When people think of sales they think of a manipulative and dishonest used car salesman. They assume that…
Increase Your Power By Reducing It, But Not Like This.
In class, we talked at length about three elements of attunement. The first of which was “Increase your power by reducing it.” This essentially requires you, as the salesperson to…
My Bad Sales Experience
We all have bad sales experiences. It is partly why sales people receive a bad or soured reputation. However, we can learn so much from what people do wrong because…
Why is Evan Addams Successful?
At Grove City College, especially in the Entrepreneurship department, we have a select group of alumni that come back to pour into students and that are used as examples of…
Is Empathy Important?
What makes someone feel seen and known, and why would this be important in sales? Empathy is all about putting yourself in someone else’s shoes. A good sales person is…
The Importance of Atunnement
Bcubarney The Importance of Atunnement and How to Achieve It Daniel Pink describes attunement as the ability to bring one’s actions and outlook into harmony with other people and with the…
How to Take Advantage of The Sales Funnel(Action)
The Sales Funnel: Action Your prospect is now a customer and has reached the final stage of your sales funnel. They have entered their payment information and pressed the purchase…