What do you MEAN?
karwowskial21 I think one of, if not the most, interesting of Sandler’s Rules is #38: “The problem the prospect brings you is never the real problem.” This rule has really helped…
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Be Dumb, On Purpose
Most of the strategies we’ve been taught in our sales class have been very new to me, but nothing like Sandler Rule #17. “The professional does what he did as…
Power in Interrogative Self-Talk
Daniel Pink proposes the concept of “buoyancy,” what he considers a crucial skill for navigating the frequent rejections in sales as well as everyday life. One aspect of buoyancy that…
The 5 Whys
Professor Sweet talked about a problem-finding technique called the 5 Whys today, and I hadn’t heard of this subject before. I was waiting for him to say “the first why…
Engaging, Not Just Listening
There is a reason that Professor Sweet emphasizes Rule #14, “A Prospect Who is Listening is No Prospect At All.” At the surface, this might sound counterintuitive, but it actually…
The Positively Powerful Power of Positivity
Today in class, we talked about the power of self-talk. This is something I’ve been practicing for a few months, and these are some of the things it has provided…
Sales Talk on a Cruise
Over spring break, I was blessed enough to go on a Disney cruise with my family. While aboard the ship, I had the opportunity to meet some great people. I…
Calling Cold
I feel like a lot of people get a little intimidated when they hear about cold calling. The idea of calling someone out of the blue and probably facing rejection…
The 5 Worst Things You Can Do in Sales (subjectively)
On our very first day of class, we talked about words that describe typical salespeople. Obviously, I don’t know everything, but I do know that in the world of sales,…
The Psychology Behind Selling ANYTHING
You can’t create a product and then launch it, because first of all, you don’t know how to do that. You might know how to create the product, but you…