Review of the Sandler Rules
saengeraj1 For the second half of this semester, we’ve been learning more of Sandler’s Rules and how to apply these selling principles. Here is a summary of the Rules covered since…
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Ineffective Sales Tactics in Disney’s “Up”
Because it is one of the best Disney-Pixar films ever created, you may already recognize this scene from the movie “Up”: In this scene, young Russell isn’t trying to sell…
Core Concept #5
According to Mattson’s Core Concept #5, as salespeople we should never try to answer an unasked question in a sales conversation. Throughout the entire history of sales, it has been…
Realtors Painting Seagulls
My parents recently moved from New Jersey across the border into Pennsylvania, but before we moved my parents and I had an interesting experience with a realtor. Over Easter break…
Spongey McWipey
I’ve never watched New Girl before, but I recently saw this clip and immediately thought about this class: https://www.youtube.com/watch?v=7VgAIDARUEk The guy trying to come up with a catchy name for…
How not to interact with Prospects
If you’re like me, you get pretty annoyed when you get pestered by salespeople who come up to you, engage in awkward conversation with you, and give you unnecessary compliments.…
5 Sales People You’ll Meet in Heaven
Evan Addams gave a good outline of the 5 different main kinds of salespeople, and their advantages and disadvantages. There are the hard-workers, the lone wolves, the relationship builders, the…
Getting in the “Sales” mindset
Many people have their own methodologies to perform well in sales scenarios. According to the 3rd definition of sales, selling is creating a healthy environment for exchanges, built on trust…
A Life in Pharmaceutical Sales
For the past 30 or so years of his life, my father has worked various sales positions in pharmaceutical companies. After getting his Master’s degree in cellular biology, he started…
Relationships built in the Coffee Shop
All throughout high school and a little bit into college, I worked at a local coffee shop back home. It wasn’t a Starbucks by any means, but it also wasn’t…