Rule #36
henschelsf23 Sandler’s Rule #36, “Only decision makers can get to other decision makers” is profound in the selling process. This phrase absolutely reframes the ways sales work and goes counter to…
henschelsf23
One
Daniel Pink’s breakdown of the six types of pitches in “To Sell is Human” was captivating and useful. I found the first one, the one-word pitch, particularly interesting and relevant…
Sandler Rule #4 on Decisions
In this week’s reading, Sandler’s Rule #4 stuck out to me. The rule states that “a decision not to make a decision is a decision”. It discusses the problem of…
Sandler Rule 23 & Humility
Sandler’s 23rd Rule struck me as very respectable. It’s titled, “The Way to Get Rid of a Bomb is to Defuse it Before it Blows Up”. Mattson discusses the necessity…
Problem Finding & Success
The skill of problem finding is a core element to successful sales, one that is highly linked to creativity. In Daniel Pink’s book, “To Sell is Human”, he discusses this…
The Ambivert Advantage
Friday’s lesson involving seller’s personality and tendencies really stuck out to me, especially the discussion on mimicking strategically. Mimicry was described as something deeply human, an effort to connect in…
Sales and Humanities
I think this class is so interesting because it includes a lot of skills that are not restricted to the sales setting. It argues both that the sales setting is…
Sandler Rule #7
Sandler Rule #7 on prospecting really recently stuck out to me. It’s labeled “you don’t have to like prospecting, you just have to do it”, and it touched on various…
Sales Symmetry and Shifting Trust
The recent discussions on sales symmetry and trust have interesting connections. The sales world is changing because customers now have access to any information they desire on virtually any product.…
Sales in the Start-Up and my Smaller Scales
So far, Sales in the Start-Up has shifted my mindset from knowing small sales roles to a broader vision of all that sales truly encapsulates. Due to this class’s reflective…