Elevators and the Question Pitch
Jon Graber Elisha Otis, the inventor of the elevator, not only had to discover a unique way of making elevators safe, he also had to convince people that they were actually safe.…
Jon Graber
“Falling Back”
“If someone slaps you on one cheek, turn to them the other also. If someone takes your coat, do not withhold your shirt from them” (Luke 6:29). Sandler Rule #28,…
“Let’s Pretend”
“Thanks so much coming out today, would you be able to give me a price for the proposed work and we can go from there?” Coming from an interested prospect,…
Selling In 60 Seconds
I ran across an interesting article today about how to sell something in 60 seconds. At first glance, I was skeptical because of the title, “How can you sell something…
The Fateful Mistake
Yelling, frustration, confusion, and annoyance can all be part of selling and unfortunately, sometimes they are directed at the salesperson. This was my experience while working at a sausage sandwich…
Pitch Your Sale
One-hundred and fifty participants, thirty-eight one-minute pitches, twelve ideas selected, fifty hours of hard work and dedication, and three over-all prize winners; welcome to Startup Weekend Education, Pittsburgh 2015. This…
Tips from the Best
Make the sale yours. One of my favorite business magazines to read is Inc., so when I saw this article called “Tips from the Best Salespeople I’ve Ever Met,” I…
The New Sales Era
What’s the first thing that comes to your mind when you think of a sales person? Pushy? Loud? Obnoxious? Offending? Someone making you do something you don’t want to do?…
What or Why?
Simon Sinek, author of the fascinating book called, Start with Why: How Great Leaders Inspire Action, has explored some very important information related to sales. Sinek looks at what makes…