Essential but Overlooked Selling Principles
Guentheraf1 Today, I found an article in Forbes online that focused on 10 essential principles of selling that people continue to often get wrong. The Author, Kathy Caprino, actually had the…
Dos and Don’ts
Dummy Sales, On Purpose
metzlerbp1@gcc.edu Rule #17: “The Professional Does What He Did as a Dummy, On Purpose”. Sandler’s Rule #17 brings about an amazing strategy and helps any salesman fight their greatest temptation, talking…
Little Traditional Salesman
schmittbe1 *Really, you only need to watch 30 seconds of this to get the point. The crux is at 01:42. My uncle posted this video on my sister’s Facebook last semester.…
Necessary Endings | Going for the “No”
smileycj1 Sandler’s Principle No. 43 “You don’t learn how to win by getting a “yes” you learn how to win by getting a “no.” In this book as well as To…
That Annoying Customer: The Trade Show Approach
smithza1 We have come across our painful customer once again and this week we are going to learn a tactic on how to keep calm even when your client it driving…
The Dog Ate My Homework
becky.torre Sometimes life gets busy. Actually, life always seems to be busy. But sometimes, it gets very busy. And according to Entrepreneur.com, pushing off researching companies before you talk to a…
Enchant Your Prospect
On first pass, Guy Kawasaki’s encouragement to “enchant” your prospects seems a little hokey. But it makes sense, as most things do, with a bit of explanation. Enchantment is not…
That Annoying Customer: Speak Softly and Slow the Roll
So here we are again learning how to deal with the painfully annoying picky customer. Last time we talked about how just being a great listener and being patient with…
Thin Mints, anyone?
It’s Girl Scout Cookie Season. The time of the year, when you can’t go to the grocery store, church fellowship hall, or in our case, the Student Union, without facing…
Spinning the Problem
broughersg1 We hear a lot about sales people finding “The Problem.” Implying that there is only really one problem. The best sales people are problem solvers. I believe this to be…