What’s the problem?
Todd Hangliter Rule #38, the problem the prospect brings you is never the real problem. This is a great rule because it highlights that not even the prospect might know their problem…
2021
Painting Seagulls?
Don’t paint seagulls in your prospects picture is an amazing rule that sounds very interesting but when you get to the meat of it, the content is very powerful. This…
Telling Third-Party Stories
Rachel Goetz In class, Professor Sweet explained rule #45: Express your feelings through third-party stories. I cannot say I have seen or done this in a sales scenario, but I have done…
Rule #31: Close the Sale or the File?
When a customer says no, should the salesperson close the sale or close the file? The classic salesperson technique is to find out how to overcome it. The salesperson should…
Meeting with Evan Addams
Evan Addams came to speak to our class today to talk about the different types of salespeople. He said there are 5 salespeople you meet in Heaven: the hard worker,…
Handling Bad Reviews
Spencer Simpson One of the toughest things to hear when on a sales call is “I heard your company is terrible.” Bad reviews happen even to the best businesses, and knowing how…
Interview Selling
Bailey Mantzell Often times, we think of selling strictly as an action we do with a product or a service, but the reality is, most of us are selling daily. Whether that…
A Sales Mission Statement
For another class that I’m a part of called Corporate Innovation, I’m on a team that’s been tasked with establishing a mission statement and values with a company called Provident,…
The Pandemic Salesperson
How has Covid-19 impacted the way selling has taken place? How might that affect the way selling is done in the future? These are questions that many business owners, entrepreneurs,…
Bracketing
Jack S. Paracca Bracketing is a great way to help with the budget issue in a the sales process. Customers have a powerful asset in budget, as it gives them a great deal…