Theatre Helped Me in Sales
higginseg Two very different concentrations: the arts and business. Growing up, I knew I always wanted to be a famous actor, dancer, or entertainer. I never once thought that I would…
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How Sales Shocked Me
As the semester closes and classes wrap up I started to reflect on the ideas and things I learned this semester. At the beginning, I had a preconceived notion about…
How to Deal With Rejection (in Sales)
In sales, a large aspect of being successful in a career in sales is buoyancy. Buoyancy is how someone stays afloat in a ocean of rejection. Ultimately it is how…
Improv
HovisGE1 A classic sales technique in companies is to have their sales scripted. In this way, they can ensure that their salesmen say exactly what they want them to. In this…
Yes, It is Possible to Be Too Friendly
Is being too friendly possible? YES. When it comes to sales there is a fine line that you must walk between showing interest and coming across as “too friendly”. By…
Agitation vs. Irritation
When it comes to sales, it is important to put the customer first. This is something that may come as a surprise to the customer as in most sales positions…
Review of the Sandler Rules
saengeraj1 For the second half of this semester, we’ve been learning more of Sandler’s Rules and how to apply these selling principles. Here is a summary of the Rules covered since…
Ineffective Sales Tactics in Disney’s “Up”
Because it is one of the best Disney-Pixar films ever created, you may already recognize this scene from the movie “Up”: In this scene, young Russell isn’t trying to sell…
Core Concept #5
According to Mattson’s Core Concept #5, as salespeople we should never try to answer an unasked question in a sales conversation. Throughout the entire history of sales, it has been…
Realtors Painting Seagulls
My parents recently moved from New Jersey across the border into Pennsylvania, but before we moved my parents and I had an interesting experience with a realtor. Over Easter break…