Self Talk
taylorstein93 As everyone who was in class saw, I am a huge fan of the technique of self-talk. I think it helps you to step outside of the situation you are…
taylorstein93
Don’t Push Bad Decisions
One of the core concepts that we have learned lately is Core Concept #6 – Don’t buy back the product tomorrow that you sold today. This is an important concept…
Go for No
When you are a salesman working on commission, trying meet a quota, or trying to keep your business afloat, the word “no” seems like the worst thing in the world.…
Rule 14
Rule 14 states that a prospect who is listening is no prospect at all. I think this is one of the hardest rules to follow because it is so easy…
Adam Lowe
Having Adam Lowe in class on Friday was very interesting and helpful because he was able to bring the perspective of someone who has worked in sales for a long…
10 Second Hook
On Monday in class we talked about the importance of having a 10 second hook that you can use to introduce yourself to people. The more we talked about this,…
Pain and the Sales Process
One thing we have talked about a lot in class that I have been thinking about is the issue of uncovering pain that customers have in order to better equip…
Sales and the Agenda
As we talked more with Evan Addams this Friday, the one thing that stuck out to me was the point he talked about with the importance of the agenda in…
Sales Values
This week we talked about the importance of different values in the sales process. We talked about honesty, directness, transparency, and authenticity and I think these are the best way…