Practicing Interrogative Techniques
Jack Henne If a salesperson wishes to exceed, they should not have the number one focus be on how much money they can make but can I better the quality of lives…
Jack Henne
Clarity
The book defines clarity as the capacity to help others see their situations in fresh and more revealing ways, and to identify they did not realize they had. In the…
Budget
No matter how sweet a product or service can be that would benefit a prospect, the budget is ultimately what they are worried about the most. Prospects often have a…
Rule 31
The 31st Sandler rule is “Close the sale or close the file” which essentially is the idea of understanding that sometimes not every prospect you encounter is right for the…
Rule 17
The 17th Sandler rule is “The professional does what he did as a dummy, on purpose”. In simpler terms, Sandler is telling us that one of the biggest temptations we…
Perception is key
This topic involved being a good perspective taker and tapping into your empathy side. The reason this stood out to me is because this was something I used in product…
Appointments
In class, we discussed rule #8 by Sandler which was “when prospecting, go for the appointment”. I was told something similar when I worked for Cutco. Obviously, the sale is…
Learning to fail
The most recent core concept in class has been about learning to fail to win. I remember being faced with this particular issue selling for Cutco. We as sales reps…
Mimicry
Recently in class, we spoke about mimicry and how to do it strategically in a sales pitch. We learned how mimicry is deeply human because it allows us to connect…
Myth of the Blockhead
In class today, we talked about the three sales myths and I though they were intriguing. I really paid attention to the first myth, the myth of the blockhead, which…