The Relationship Builder
Jack S. Paracca Several weeks ago, when Evan Adams joined class as a guest speaker, he spoke about the 5 types of salespeople. One of the 5 types is the relationship builder, which…
2021
Reality Check!
David Criswell Today in sales we talked about one idea that really stuck out to me. Today professor sweet talked about the idea of deliberately shocking your prospect by saying a number…
Finding Key Decision Makers
Shay When in a sales process, it is vital to find the key decision maker in the process. For example, when someone enters a sales conversation with a lower manager, they…
Discover the REAL Problem
Christian Aromando In class, Professor Sweet talked about a rule that really struck me. This rule provided insight on how to properly question a prospect and get to the real problem that…
What COULD Happen if You Do Not Follow 70/30
Alex McAndrew Tommy Boy is on a mission to make his first sale and throughout the whole movie he is trying to sell a ton of break pads so that his father’s…
The Invisible Presentation — Never Let the Prospect See the Presentation
Collier Kaufman Prospects often when they go into a sales conversation, are expecting that they will get to a point in the conversation where they will be specifically pitched to and will…
Sandler Submarine 2/2
Annie Grace Smith Part 2/2 In class we have been discussing the Sandler Submarine and his seven steps for that method. Sandler’s method does not focus on the old-fashioned ABCs of thinking of…
Avoiding Buyer’s Remorse
Joey Astrab In class this week we covered another core concept that stated: “Don’t Buy Back Tomorrow the Product or Service You Sold Today”. This concept relates to the common feeling of…
Suckers
Zach Rogers https://www.youtube.com/watch?v=PwBTMw_9fcw This clip from the movie, Suckers, was a good one. It starts out with the boss telling the salesman that the job starts when the customer says no. When…
“I’m not so sure you should.”
Grant Baierl Today in class we had a guest speaker by the name of Dave Starcher. He is a salesman at Keystone Ridge Designs. If you are from Grove City College you…