Sandler Submarine 2/2
Annie Grace Smith Part 2/2 In class we have been discussing the Sandler Submarine and his seven steps for that method. Sandler’s method does not focus on the old-fashioned ABCs of thinking of…
Annie Grace Smith
Sandler Submarine 1/2
Part 1/2 In class we have been discussing the Sandler Submarine and his seven steps for that method. Sandler’s method does not focus on the old-fashioned ABCs of thinking of…
Traits of a Sales Superstar
Looking for Sales Superstars? Maybe you think they need experience in sales, but maybe they do not need to an established salesperson? We have one example of this— Professor Sweet!…
Buoyancy in Sales Part 2
Here is Part Two of Buoyancy in Sales. This time we will be focusing on the negative side of the golden positivity ratio. It is critical to be able to…
Buoyancy in Sales Part 1
In class we discussed Pink’s chapter on buoyancy and staying positive when you face rejection during your sales opportunities. Buoyancy is about preparing yourself for rejection and negativity. Positivity ratios…
Sales Techniques in the Courtroom (My Cousin Vinny)
I am not sure how many of you have seen the movie, My Cousin Vinny. Well, its about these two kids from New York who were accused of murder in…
Introverts in Sales
As a very introverted person, the idea of being a salesperson terrifies me. Although you probably figured that out in class last week. However, Professor Sweet made a comment that…
Remembering the Customer’s Needs
In Pink’s To Sell is Human, chapter four called Attunement, he discusses how Sears and Amazon leave an empty chair in their meetings to remind participants of their customer. The…
Tips to Up Your Sales and Closing Game
“Do you want to go from being a mid-level sales rep to the top sales rep?” asked Cevin Doppmann in his LinkedIn article discussing eight tips and concepts to help…
Non-Sales Selling
Professor Sweet and Daniel Pink put a lot of emphasis on non-sales selling. Many people are selling others on things constantly without having money involved. Pink likes to call it,…