Be The Underdog
Burkemd1 In sports, there is a commonly know term given to a person or team not expected to win, this term is “the underdog.” The underdog is seen as a competitor…
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The Serving Mindset
In Daniel Pinks book, “To Sell is Human,” Pink says that when in a sales situation or in any relationship for that matter, “lowering your status can enhance your powers…
Key Questions in Pitching
In class we explored three different questions to ask yourself when preparing your sales pitch. What do you want them to know? When making a sale one of the most…
Don’t Buy Back Your Product
When trying to make a sale, a lot of salesman will try the approach of get in, make the deal and get out. This sales method can be effective and…
Be Positive and Positivity Ratio
Being positive in your work is an important part of being good at what you do. It is difficult to find someone who is great at what they do, unless…
Stop Talking
When selling, we all think we have to say things perfectly and sell ourselves just right. When we do this, we have a tendency to stop “selling” and just start…
Do Not Assume
Possibly the most difficult part of selling is the ability to not make an assumption about what a prospect is thinking. Sandler’s rule 13 is “No Mind Reading.” When selling,…
Honesty vs. TMI
Honesty is one of the most valued attributes of any human and is very important in being a successful salesman. When a salesman is honest and has a track record…
Seller Beware for the “Educated”
In class we have covered the importance of “Buyer Beware” and “Seller Beware”. We have seen that buyer beware has become more of a thing of the past, with the…
Selling to Friends
At the beginning of this semester, I had a friend who said he was taking a course I had previously taken, and was looking to buy my book that I…