Fake It ‘Til You Make It
FinneganBJ1 When you are first starting out in a sales position, especially if you are selling big money items, it is very difficult to secure those first few sales. For many…
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Beware the Bait and Switch
Oftentimes we hear about companies who advertise a product or group of products at an insanely low price to get customers in their door. Many companies will do this with…
Taking the Seagulls Away
Yesterday in class we talked about how as a salesman you want to avoid adding seagulls to the customer’s picture. In other words, you want to avoid adding features to…
Networking
Cliff Hovis Perhaps one of the most important aspects in sales is that of networking. Some of the most successful business people are those who have the greatest network of people. Networking…
Selling to Prospective Students.
hammerschmittlr1 This past Saturday I had the privilege of talking with prospective students and their parents about all the great things Grove City College has to offer at Junior Crimson Day.…
Allowing them to say NO
gibsonam1 Last weeks lesson about giving permission for the customer to say “no” reminded me of my uncle and how he does not do this. When he finds someone he really…
“Falling Back”
Jon Graber “If someone slaps you on one cheek, turn to them the other also. If someone takes your coat, do not withhold your shirt from them” (Luke 6:29). Sandler Rule #28,…
“Let’s Pretend”
“Thanks so much coming out today, would you be able to give me a price for the proposed work and we can go from there?” Coming from an interested prospect,…
Rule 27
allieo Sandler Rule 27 shares the importance of letting the prospect make their own conclusions. Asking questions, that frame the benefit of the product, allows the customer to reach their own…
The Power of Habit
smileycj1 This semester, I read The Power of Habit: Why We Do What We Do in Life and Business by Charles Duhigg. It was a book I had heard about for…