Always Bring Your “A” Game
metzlerbp1@gcc.edu Rule #7: “You Never Have to Like Prospecting, You Just Have to Do It”. As discussed in The Sandler Rules by David Mattson, prospecting is the process of actively searching…
Sales Tips
Tapping SAP
becky.torre In Forbes’ 2011 list of 10 Companies that Pay Salespeople Really Well (can’t get more straightforward than that, right?), SAP America Inc. is featured at the top. Located on the…
Losing the Right Sale at the Wrong Time
smithza1 When we are selling anything, there is no doubt that there is a process and a timeframe to selling. You don’t want to sell to quick but you equally don’t…
Listen Up!
Guentheraf1 Fast Company printed an article called “4 Habits of Good Listeners” back in November, and I just gave it a read. When I first opened the article I didn’t necessary…
The Benefits of Ice
smileycj1 I believe this picture concisely sums up many of the principles we have been learning about in Sales in the Startup. Being in sales is not pushing products people don’t…
Getting To Know The Customer
Cliff Hovis In my experience in dealing with customers, one thing seems to make a huge difference. The better you know the customer, the better your interactions will be. You can do…
Honesty Is The Best Policy
weatherstone “Should I ask him (President Obama) if he liked DJANGO?” Honesty is integral to successful selling. When that honesty comes into question, buyers become wary. There are many companies’ stock…
How to be a Mime
Psychology indicates that empathy is closely connected with an individual’s ability to mirror the body language, intonation, and speaking style of another. Learning how to read people and then repeat…
Entrepreneur or Salesman?
On Friday, February 6, Evan Adams from NoWait came to our class to speak about the successful app that he has been an integral part of. NoWait is an app…
How to Stick it to the Man… In a Nice way
So how do you tell that potential customer that they are wrong without losing their business? It is a very tricky business dealing with customers in a respectful way that…