Believe in What You Sell
Spencer Strimbu After hearing some of the reports on the sales project, it has become more apparent of the importance of believing in what you sell. I experienced this first hand when…
Spencer Strimbu
Keep Your Inner-Child Out of the Sale
In Sandler Rule #49, Mattson concludes that the salesperson must nurture his prospect’s Child, while suppressing his inner-Child. The Child is the ego state where we store feelings about right…
Sell Small
As sales people, we often become more driven to work on “big sales” prospects. The huge payoff if we win the sale swindles us into working hard, not smart. We…
“Don’t Take ‘No’ for an Answer” – Sam Weber
Sam’s first pointer in sales was “don’t take ‘no’ for an answer.” Initially a red flag came up when I heard this. We have been taught over and over in…
5 Signs to Disqualify a Prospect Forever
Often times, we as salespeople become so enthralled with winning a prospect over, we forget about a very important sales function in the prospecting process, disqualification. Disqualifying a prospect for…
The Effectiveness of Interrogative Self-Talk
Buoyancy – “staying afloat amid the ocean of rejection is the second essential quality to moving other,” says Pink. Buoyancy starts before you even begin your day, preparing yourself to…
Ask Questions! Ask Questions! Ask Questions!
Mattson is very clear that as a salesperson you must dig in order to find the heart of customer pain. “Answer every question with a question” so you refrain from…
Harnessing Failure to be a Better Salesperson
In Mattson’s book his first rule is that “you have to learn to fail, to win.” Mattson expresses that failure is inevitable and numerous especially in the field of sales.…
Gaining Trust: A Hurdle that Must be Overcome
Many of the tactics covered so far in class and in the readings have one thing in common. They aid in gaining the customer’s trust. This is not easy especially…
The heart of effective selling – product differentiation
Many of us have experienced trying to be sold something we simply don’t want. The salesperson tries with all his or her might to convince us of every reason we…