Selling the Ducks
LaytonTJ24 Today in class we sold rubber duckies to students and faculty on campus. My group and I were pretty thrown off when we walked into class and were told what…
April 2026
Rule #31 – Close the Sale, or Close the File
huberlt24 Despite the best use of the many techniques we’ve discussed, failed sales will still be common reality in the life of any salesman, it’s why we talked about buoyancy so…
Being a Dummy – Sandler Rule #17
When we first covered Sandler Rule #17, “The Professional Does What He Did as a Dummy, On Purpose,” I was initially confused. Why would I want to ask dumb questions?…
Leaning Negative in Selling
deleonardislm24 Last week whenever David Starcher came in and spoke on selling and his learning experiences, he talked about how much leaning negative in a sales conversation can influence the prospect.…
Business Relationships
Buyer
Clarity
Communication Tactics
Decisions
Sales Experience
Sales Process
The Sander Rules
Rule #31 Close the Sale of Close the File
principera24 Rule #31 is a very important step in the ending of a sales conversation. The close of the sale or the file is essentially when your prospect is saying no.…
Rule #17
Luke Jenkins One of the biggest temptations in sales is the urge to talk too much. Once you really know your product or service, it’s easy to dump product knowledge on the…
Selling Graphics Cards on ebay
schartnerij23 In high school, I started to get into building computers. I would buy all the parts on Ebay and assemble it myself. The most expensive part is the graphics card.…
A Decision Not to Make a Decision is a Decision
rauhauserar23 In our reading from Mattson and from class discussion, we talked about core concept 4: a decision not to make a decision is a decision. Both the book and the…
Three Critical Sandler Rules for Everyday Life
kuscevicke24 We had the privilege of having Dave Starcher, sales manager at Keystone Ridge Designs in Butler, Pennsylvania, in our Sales class on Friday. Dave is a Nationally recognized sales professional…
Moving the needle to No
goodcj23 This past week we had a guest speaker named Dave Starcher from keystone ridge designs. Dave brought a lot of good wisdom but one of the things that stuck out…