Sales Rule #18
Trinity Blank Rule #18 states, “Don’t paint seagulls in your prospects picture.” Mattson explains the story of a girl who was upset by an art-teacher painting seagulls in an empty space in…
2023
Finding the Decision Maker
One of the most overlooked steps in the sales process is to find the decision-maker. This is important, because if you spend your time and energy on the wrong person,…
Carol Dweck’s Mindset for Salespeople to Be Like Teflon
kapusinskija19 Last week, guest speaker David Starcher talked about the importance of being like Teflon. What he meant by this was the importance of moving on from rejection and not letting…
Don’t Give Up- Don’t let anyone say you can’t.
Jay Wilcox III I really enjoyed listening Dave this past week in class. He had a lot of great stories to share and not only that but great lessons to take away from…
I never loose, I win or I learn
Craig Nyguist David Starchier talked about one of his mottos in our last class and it stuck with me. He said,” I never loose I win or I learn.” This goes back…
Clarity in Sales
Caroline Marie Dawson The concept of clarity presented by Pink is essential in the sales process. Pink defines this concept as “the capacity to help others see their situations in fresh and more…
Attunement
Non-Sales Selling
prospecting
Relationship Selling
Sales Experience
Sales Process
Sales Struggles
Salesmen
All it takes is 5 seconds
Ethan David On Friday, we had Dave Starcher, from Keystone Ridge Designs and Grove City College Alumni speak in class. He discussed a lot of his sales experience and made selling look…
Sandler Rules: Fall Back
Aliyah Shelatz In the Mattson book including the Sandler Rules, one of the rules highlights the idea of falling back. Whenever you are in a meeting with a potential prospect or an…
Be Gutsy!
Molly Gleason On Friday, April 14, we had a gust speaker in sales in the startup David Starcher . He is from the class of ‘88 GCC, and is currently working at…
Beating around the Bush: The Case for Delaying the Question of Cost
folgerjt19 Until very recently, I thought I had a pretty polished and effective sales pitch down. In some ways, it was. It was polished, it did sound professional, it was engaging,…