Selling in a Job Interview: How to Apply Sales Techniques When Being Questioned
gillettebt17 We’re told to think of a job interview as “selling ourselves.” We enter to show whether we are the best qualified candidate. In this, it is similar to selling a…
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What do Tank Treads Have to do with Sales?
Have you ever looked at the caterpillar treads running on a bulldozer or a tank? Besides the enormous industrial load placed on them, what’s one of the most interesting things…
Ask your Question… and Shut Up!
Tell me if this sounds familiar: you’re talking to somebody, they say something interesting that reminds you of something, you start thinking about what you want to say about that,…
Selling a Character: Pink’s ABCs in Fiction
Though we’ve been encouraged to think about Pink’s ABCs of selling in the context of business, they apply equally well to other things that involve moving people. One great example…
Moving People to Stay Still: Coronavirus and Social Distancing
The coronavirus outbreak is currently wreaking havoc on society, but it also provides us with a great lesson in the Ed-Med area of sales. On of the best ways to…
Why Handling Rejection is So Difficult
Everybody hates being rejected. Rejection hurts for many different reasons, whether it is the denial of something you want or the pain of your injured pride. Almost any rejection will…
The Importance of Properly Pinpointing Prospects’ Pains
In the Sandler Method for sales, one of the most important areas of concern is identifying the pain points of the prospects. Not only does this allow you to discern…
Selling Money: Negotiations and the Other Side of Sales
When we talk about sales, it’s natural for us to think of it as selling something for money. The truth, though, is that sales is really just the act of…
Features vs. Benefits: Why Features Aren’t Desirable (Until After the Sale)
Whenever we set out to sell something, we automatically gravitate toward features as our selling strategy. The reason is fairly simple; we ourselves are usually already sold on whatever it…
The Economics of Sales: Why Sales and Entrepreneurship are so Intertwined
Despite all the distaste for salesmen, we simply can’t escape them. You’d think that with how most people revile them, salesmen and -women are an ever-present feature of developed (and…