Role You vs Real You
difalcolm1 Mattson’s first principle of selling is all about learning to fail, to win. In our culture, especially at Grove City, we are trained to avoid failure at all costs. Failure…
Sandler
Don’t Be This Kind of Prospector
MoserMD1 The 7th Sandler Rule is that you never have to like prospecting, you just have to do it. However, I would add the caveat that you have to do it…
My Favorite Sandler Rule
I have the flaw of taking things very personally. When someone can’t make it to an event I am planning, I consider what I may have done to lose their…
Tips For When a Prospect Says “No”
carteram1 Last week we talked about what to do when a prospect says “no.” We learned that you just give up, and walk away – you don’t want to push anything…
When To Stay Quiet
HastingsHV1 The core concept I struggle with most is #5: never answer an unasked question. I’m an open book, who tries to be as forthcoming as possible – if there’s something…
You have to be okay with the possibility of failure.
Yoheytj1 Think about the verbs to sell and to act, they are very similar. They are similar because verbs require action, which, by their nature, bears with them the possibility of…