Keeping Afloat
rbkeicher1 Buoyancy in the sales world is crucial to staying afloat. Buoyancy during finals is important for your mental wellbeing. Here are three questions that you should ask yourself to help…
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First to be Second
Evan Lowe was a wonderful guest speaker that came to talk to us in Sales in The Startup. One of his lines that stuck out to me was the idea…
Stop It Now!
You are out getting coffee with your prospect. Everything has been going good so far. You have asked them good questions and you have listened intently to their every word.…
Listen > Talk
A common pitfall of salesmen is the habit of talking over listening. If you are talking more than your client is, you have already lost the sale. If this is…
Do we have a deal?
All this talk about sales reminded me of a deal I once saw when I was younger. Here we see a young Ariel who, desiring legs, making a deal with…
Psychic
Do you ever try to be a mind reader? Ok not like this… Often times in sales, people try to read other each other’s minds. Normally this would be a…
Bad Attunement
Ask any student at Grove City what the Career Services prides itself in (aside from being nationally acclaimed for their job placement rates) and they might say the size of…
Prospecting Awareness and The Gospel
David Mattson in The Sandler Rules says that in order to be great at sales you have to develop prospecting awareness. To begin with, we must ask, “what is prospecting…
“Direct Marketing” vs. “Indirect Marketing”
I was sitting down for an interview at a “marketing” company. The gentleman on the other side of the table adjusted his posture as he began to answer his own…
Lessons from Matilda’s Dad?
If you’ve ever seen the movie Matilda, you probably remember Mr. Wormwood. One look at his appearance and one could instantly recognize what kind of a job title he has-…