Car Salesmen
Christina Vilbert Over Easter break, I visited many various car dealerships looking for a small, affordable car to drive this summer. During this search process, I had the opportunity to witness many…
Christina Vilbert
It is Springtime…
…and I am blind. One of the stories we discussed in class is the story of Rosser Reeves. As the story goes, there was a homeless man who was sitting…
3rd Party Story-Telling
Mattson’s Rule #45 instructs salespeople to express their feelings through third party stories. I found this rule to be especially interesting. Using third party stories is the most non-threatening way…
The 5 “P’s”
I very much appreciated when Mr. VanErden spoke in class the other day. His “5 P’s” are especially insightful and really stuck with me. The 5 P’s to remember in…
Improving Connection Rates
In class we discussed the 4 key questions to improve connection rates. These four key questions are: Is there a better time of day to call Can you get past…
The Real You vs. The Role You
In class last week we discussed the importance of distinguishing between “the real you” and “the role you”, as Mattson puts it. The real you is who you are as…
The Ambivert Advantage
Many studies have pointed to the fact that ambiverts are the best and most natural salespeople. An ambivert is a term used to describe someone who finds a healthy balance…
Introverted Ambivert
In class last week we discussed various suggestions for both extraverts and introverts when confronted with a sales opportunity. According to Daniel Pink’s assessment test, I am an ambivert by…
Woman with an Entrepreneurial Spirit
Wendy Mascio, alumni of Grove City College, returned last week to give a guest lecture on the topic of why and how she harnessed her entrepreneurial spirit to create a…
Balance is Key
Today’s guest speaker commented on what he viewed as the two most important qualities of a good salesperson: a great work ethic and confidence. The first is very straightforward. A…