Sandler Rules: Fall Back
Aliyah Shelatz In the Mattson book including the Sandler Rules, one of the rules highlights the idea of falling back. Whenever you are in a meeting with a potential prospect or an…
The Sander Rules
Sandler Rule #8: When prospecting, go for the appointment
During our sales class, we had discussed the idea of prospecting and how important it is to be able to prospect to potential customers and clients of the product you…
Answering a Question With a Question
tothrm19 Today in class Dr. Sweet talked about how it is important to answer a prospect’s questions with more questions so that you can understand the prospects pains and hopes for…
Cold Calls
Perspectives on Sales
prospecting
Relationship Selling
Sales Tips
Sandler
The Sander Rules
Going for the Appointment
David Good salespeople need to balance the goal to close a sale with an approach to the sales process that does not come across as pushy or manipulative. One of the…
Avoiding Surprise in the Sales Process: Up-Front Contracts
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…
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 1/2
Annie Grace Smith 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…
Reflections
hondelha17 As the semester comes to a close and consequently this class ends as well, I wanted to take a few moments to reflect on what I’ve learned. I learned so…