The Bottom Line is “Likeability”
TomKocur7 As a saleman, a lot of focus goes toward the bottom line. Moving your client and getting to the close is an important goal for any salesman. That being said,…
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Start-up Weekend
hammerschmittlr1 Over the weekend I had the unique experience of going to Start Up Weekend Pittsburgh: Education. The entire weekend was one big sales pitch: First we had to pitch our…
Perspective- Taking
allieo In To Sell Is Human, Pink talks about the founder of Amazon, Bezos. Bezos leaves an empty chair in his meetings that is meant to represent the customer. I enjoyed…
10 keys to unsuccessful selling
hendersonam1 My Dad is the head salesman for the company he works for and I asked him what principles he and the rest of his department abide by. He of course…
Rule #14
NicholsJL1 In my opinion, Sandler rule #14 that states that “A Prospect Who is Listening is No Prospect at all” might be the most important rule that we have learned so…
Cold Calling Nerves
gibsonam1 Over the summer, I had an internship at State Farm. It was a small office with only 4 other employees so it was very laid back and fun. My boss…
Repping the Referrrals
FinneganBJ1 In light of our prospecting talks in class over the last couple of days I thought it might be interesting to talk about one of the easier and more successful…
Pain and the Sales Process
taylorstein93 One thing we have talked about a lot in class that I have been thinking about is the issue of uncovering pain that customers have in order to better equip…
Sales and the Trust Fall
WheelerAA1 The temperature has risen to a hot 17 degrees in Grove City. The snow is coming down thick and soft. Not the wet slushy kind, or the hard snowman-building kind,…
People > $$
smileycj1 I think most people in today’s sales world would agree that you have to approach customers with a relationship vs. dollar sign orientation. Yet how many truly let this thinking…