Online inside sales: how do you discover pain?
Liam Grossman Understanding the pain points of your customer is a crucial component of sales. How can you discover this if your company does online inside sales? One of the best ways…
Sandler
Avoiding Surprise in the Sales Process: Up-Front Contracts
David Surprises can be fun. As a child, you probably looked forward to your birthday with great anticipation. If you’ve ever had a birthday or Christmas present spoiled beforehand, you know…
Takeaways from Dan Sandler
Molly McCommons Last week, we had a guest speaker in class, former GCC alum and professional salesperson, Dan Sandler. One of the first things that Dan told us was: “Selling is nothing…
Sandler Rule #28
Jack S. Paracca One place that many salespeople don’t want to find themselves in, is the defensive position. A salesperson can find themselves on the defensive front for a variety of reasons. More…
Sandler Submarine 2/2
Annie Grace Smith Part 2/2 In class we have been discussing the Sandler Submarine and his seven steps for that method. Sandler’s method does not focus on the old-fashioned ABCs of thinking of…
“I’m not so sure you should.”
Grant Baierl Today in class we had a guest speaker by the name of Dave Starcher. He is a salesman at Keystone Ridge Designs. If you are from Grove City College you…
Sandler Submarine 1/2
Part 1/2 In class we have been discussing the Sandler Submarine and his seven steps for that method. Sandler’s method does not focus on the old-fashioned ABCs of thinking of…
You Have to Fail to Win
Rachel Goetz One of the core concepts discussed in class was “You have to learn to fail, to win”. Failure is very important in business because you learn from your mistakes and…
Sales Techniques in the Courtroom (My Cousin Vinny)
I am not sure how many of you have seen the movie, My Cousin Vinny. Well, its about these two kids from New York who were accused of murder in…
The Post-Sale
Collier Kaufman So many people think that as soon as the actual physical sale is over, that’s it, you can move on. But that is not how its supposed to work. The…