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…
Sales Tips
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 Free Shipping Tactic
weatherstone For this post, I want to share about a sales tactic that every reader has likely encountered: free-shipping. You may ask, “how is free shipping a sales tactic?” If you’re…
Self-Talk Motivation
metzlerbp1@gcc.edu Under the category of “Buoyancy” in Pink’s book, To Sell is Human, one of his main elements is interrogative self-talk. The idea of self-talk has been a motivation tactic for…
Selling to Millenials…
Guentheraf1 As more and more Millennials enter the workforce in a professional capacity, it is very likely that at some point we will engage in B2B sales with a fellow millennial.…
The Rhyming Pitch
becky.torre Daniel Pink’s blog, an extension of the book To Sell is Human, considers some of the most interesting aspects of sales, many rooted deeply in psychology. Part of a smartly…
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…
10 Lessons from Shark Tank
If you’re desperate for an hour of animated elevator pitches, watch a couple Shark Tank presentations to get your fill. And, just maybe, you’ll pick up a few sales tricks…
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…
Grade A Sales Deck
schmittbe1 This morning, Hubspot posted on their blog “10 Tweaks to Perfect Your Sales Pitch Deck”. I don’t know anyone who has a sales deck that they’re currently working on, but…