Whenever we set out to sell something, we automatically gravitate toward features as our selling strategy. The reason is fairly simple; we ourselves are usually already sold on whatever it…
I hope you clicked on this thinking, “How did she think of this and how the heck is she going to pull this off?” Buckle up, friend, you’re truly in…
My fourth job was the fastest one to be over. I started at the local Perkins restaurant as a cook during July of 2017, and it was one of the…
In all of the rules and concepts that we have covered in this course, my favorites are always the ones that put the overall relationship above the sale. Core Concept…
The book written by Mattson outlining Sandler Rules as well as Core Concepts for sales is rather straightforward. Each rule/concept is only about a page and a half long and…
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…
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…
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…
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…
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…
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