Improv Rules
Jack S. Paracca Today in class we continued to learn about the importance of improvisation in regards to sales. In the lecture, Professor Sweet spoke about some improv guidelines that we should follow,…
Jack S. Paracca
Sandler Rule #28
One place that many salespeople don’t want to find themselves in, is the defensive position. A salesperson can find themselves on the defensive front for a variety of reasons. More…
Bracketing
Bracketing is a great way to help with the budget issue in a the sales process. Customers have a powerful asset in budget, as it gives them a great deal…
The Relationship Builder
Several weeks ago, when Evan Adams joined class as a guest speaker, he spoke about the 5 types of salespeople. One of the 5 types is the relationship builder, which…
The Talkative Salesman
This post revolves around an encounter that my family and I had, with a very chatty salesperson. Because the salesperson had good intentions, for the sake of privacy we’ll call…
The 70/30 Rule
These past few classes, Professor Sweet has discussed and shown the true importance of the 70/30 rule. The rule itself makes sense, but it can be difficult to follow and…
The Effects of Positivity
The Golden ration of positivity (3:1) was a very intriguing topic for me. As someone who is more negative leaning, this will be a more a more tedious skill to…
Things To Remember When We Fail
One of the more interesting topics that has been discussed recently in class, was Core Concept #1: You have to learn to fail to win. As students, its uncommon to…
Knowledgeable Salespeople
Recently in class, Professor Sweet spoke about the digital age and how it has leveled the playing field between salespeople and customers. Now, more so than ever before, customers have…
Asking the Right Questions
Recently in class, its been mentioned that good salespeople ask their buyers questions. The more I think about asking questions, the more I realize how important it is in determining…