Clarity in Sales: Honesty and Problem Solving
Libby Stewart One of the many damaging salesperson stereotypes is that salespeople are liars and deceitful. They only care about one thing, and that’s making money, therefore they don’t care about the…
Libby Stewart
Getting to the Root: Rule #38
Pink has a list of rules and core concepts that he describes to aid in the sales process. Rule #38 says that “the problem the prospect brings you is never…
Three Elements of Buoyancy: Explanatory Style
Pink discusses Buoyancy as a critical aspect of a successful sales career. Buoyancy can be described as “staying afloat in a sea of rejection,” or simply bouncing back after a…
Three Elements of Buoyancy: Positivity Ratios
buoyancy is critical in the sales world, because without it, the fear of rejection will prevent any possibility of success. It’s necessary to be able to bounce back after rejection…
Three Elements of Buoyancy: Interrogative Self Talk
Buoyancy is a key concept that Pink discusses in relation to a successful sales career. It goes without saying that it is also critical to a successful personal life as…
Core Concept #1: Why Confidence is Key
Everyone knows the saying “nobody is perfect,” and it’s true, but most people don’t like to accept that the root of that statement means that we will sometimes fail. Failure…
Don’t Spill your Candy in the Lobby: How Sales is Like Dating
In David Mattson’s book The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them, he discusses some core sales concepts. We will be discussing core concept #2: Don’t…
How Sales is like a Relationship
Learning to be good at sales can seem a little counterintuitive, because the best sales people aren’t loud, aggressive, or pushy. Just like a good friend is, a good salesperson…
Amazon’s Empty Chair
Amazon and Jeff Bezos are conquering the world at an increasingly fast pace. Yet there’s one thing missing at every meeting no matter the topic, audience, or attendance, and that…
Sales Engineering – a Technical Sales Role
When you think of engineering, you probably think of a man with a large calculator in a button up stuck behind a desk doing math problems all day. Although the…