RULE #7 You Never Have To Like Prospecting, You Just Have To Do It
griebcw1 Rule #7 : You never have to like prospecting, you just have to do it Prospecting is defined as actively searching for qualified potential buyers. I experienced firsthand how much…
Sales Tips
That Annoying Customer: It’s Not Personal
smithza1 Here we are at week four of this series and we are talking about how a rejection is not personal… from a business standpoint. There are a lot of factors…
Necessary Endings | Going for the “No”
smileycj1 Sandler’s Principle No. 43 “You don’t learn how to win by getting a “yes” you learn how to win by getting a “no.” In this book as well as To…
That Annoying Customer: The Trade Show Approach
We have come across our painful customer once again and this week we are going to learn a tactic on how to keep calm even when your client it driving…
The Free Shipping Tactic
weatherstone For this post, I want to share about a sales tactic that every reader has likely encountered: free-shipping. You may ask, “how is free shipping a sales tactic?” If you’re…
Self-Talk Motivation
metzlerbp1@gcc.edu Under the category of “Buoyancy” in Pink’s book, To Sell is Human, one of his main elements is interrogative self-talk. The idea of self-talk has been a motivation tactic for…
Selling to Millenials…
Guentheraf1 As more and more Millennials enter the workforce in a professional capacity, it is very likely that at some point we will engage in B2B sales with a fellow millennial.…
The Rhyming Pitch
becky.torre Daniel Pink’s blog, an extension of the book To Sell is Human, considers some of the most interesting aspects of sales, many rooted deeply in psychology. Part of a smartly…
Enchant Your Prospect
On first pass, Guy Kawasaki’s encouragement to “enchant” your prospects seems a little hokey. But it makes sense, as most things do, with a bit of explanation. Enchantment is not…
10 Lessons from Shark Tank
If you’re desperate for an hour of animated elevator pitches, watch a couple Shark Tank presentations to get your fill. And, just maybe, you’ll pick up a few sales tricks…