Don’t Spill Your Candy In the Lobby
ArmitageEB25 A major problem salespeople encounter is dumping product or service features and benefits on the client. They think all the bells and whistles are important and interesting, so they have…
Don’t Paint Seagulls In Your Buyer’s Picture
One of the most simple problems salespeople have is the struggle of listing product benefits and features. A variation of this problem is what Sandler calls seagulls in the Sandler…
The Upfront Contract
The upfront contract is a helpful part of sales, that many people don’t really think about. A typical example of an upfront contract may go something like, “I’m glad we…
Learning to Handle Missed Sales
In sales, one of the hardest things to master is how to get over a sale that didn’t work out. In life, people want to win, they want to get…
Going for no.
When you think of sales, most people think that you need to do your utmost to push the client to say yes. If the prospect seems like they do want…
Tommy Sandler
RockefellerGC25@gcc.edu Tommy Callahan is not a salesman. He’s clumsy, he rambles, he sweats through his shirt in front of clients and forgets what he was trying to say mid sentence. And…
The Office As Textbook “Sandler” in Action
Michael Scott takes a client to Chili’s and almost destroys the deal. Jim Halpert closes it from a parking lot with a napkin and a conversation. And he does it…
SHOW ME THE MONEY!!!
Most people remember “show me the money” as a hype scene. And it is. But if you watch what Jerry Maguire actually does in that phone call, there’s a layer…
GarciaCM25@gcc.edu President trump announced that he wants to suspend the federal gas taxes temporarily as gas prices continue to rise due to the ongoing war in Iran, which has lasted 11…
Final Thoughts
LewisEG People hear the word “sales” and think of someone talking fast, being aggressive, and trying to convince you to say yes. But the more I’ve learned, the more I’ve realized…