Benefits Sell
obriencd1 As we near the end of the semester, one thing we learned within the first few weeks stands out to me as essential to success in selling. In the words…
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Caring About Customers
Recently, I visited an Enterprise Rent-a-Car location near Pittsburgh. While I was there, I tried to watch the employees, who are essentially salespeople, to learn about their sales techniques. One…
‘Closing the File’ on Jobs and Interviews
Sandler Rule 31 reminds salespeople to “close the case or close the file.” When a prospect says “no,” a salesperson can ask questions to discover what the “no” really means.…
Using Sticker Shock to Earn a Higher Wage
One technique that salespeople use to bargain and eventually arrive at fair prices with potential customers is “sticker shock,” also known as “reality check.” This involves the salesperson deliberately suggesting…
The “P” Word
Some salespeople are hesitant to bring up the “p” word. Others decline to inform customers of price at all. Last summer, my parents were in the market for a new…
You Don’t Have to Like Prospecting
The seventh Sandler Rule to sales is, “You don’t have to like prospecting, you just have to do it.” I saw this rule in action during my sales internship two…
The Salesman with no Social Awareness
During my sales internship at an online education company, I met Gary, a sales rep who had almost zero social awareness. Dan Pink explains that, by becoming a keen observer…
Talking too Much
Sandler Rule #5 reminds salespeople to never answer unasked questions. During my summer internship, I heard a story that confirms the usefulness of this rule. A salesman described to me…
Overcoming Our Own Objections
What struck me most about Coach DiDonato’s talk last week was his point that objections are actually great opportunities to sell. By framing objections positively, rather than ignoring or downplaying…
Listening First Sales
When you are selling a great product whose value you truly believe in, it is definitely tempting to gush to prospects about everything that makes your product excellent. Sometimes, you…