What I Learned
porterjj1 Last post of the year – wanted to take a minute and reflect on what I really am going to take away from this class. Sales is nothing like I…
porterjj1
Clarity – Not for you, for the Prospect
In class we talked about clarity. Sandler had many beneficial rules on this topic of things that I had never even thought about. However, it was not one of his…
Making It Personal
Sales ultimately is about forming realtionship. Pink’s chapter on service is great example of this. He used one example of doctors who were diagnosing patients. When they put the patients…
Teach, Don’t Sell
I want to take minute and focus on something that Evan Addams mentioned when he was with us for the last time. We have talked a lot this semester about…
Learn to Delegate
When Evan Addams was here with us for his third and final visit, he said something quite profound that struck me. He spoke for a while on “burning out” or…
Always Look to Grow
This summer I had the unique opportunity of interning with ULINE shipping supplies. I want to highlight my top 3 areas of growth as an account representative over the course…
Be Honest.
Often in sales, people like to talk about “best practices.” Always have an agenda, always follow up, be 5 minutes early to everything blah, blah, blah. Here’s one. Honesty is…
Hands, Eyes, Mouth
Hands, eyes, and your mouth. Those are the three things you use to communicate with others. Body language and the way you carry yourself is crucial in the sales process.…
Pre-Call Planning Part 2
As I mentioned in the first segment of this topic, I wanted to spend two posts on pre-call planning as it is such a crucial element to the sales process.…
Pre-Call Planning Part 1
I know. People buy from whom they like and trust. Asking good questions is vital to a sale. Listening is the most important thing a sales person can do other…