Attunement
brittanydundas Something Pink discussed in his book about selling was attunement. I think a lot of typical / older salespeople don’t even think about this concept at all. In short, attunement…
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Core Concept #1
“You have to learn to fail to win” is the Sandler’s first rule. In his chapter he explains to us that we must first fail and choose to learn from…
Startups: Selling Your Story
HovisGE1 When it comes to entrepreneurship sales is an important concept. When it comes to startups, sales is a vital concept. In the beginning phases of a company, sales is crucial…
The Perfect Amount of Presence
When it comes to selling you want to make an impression. When doing this there is fine line that you must walk. It is important to show the client that…
The Importance of Clarification
Stephen Weaver Getting a phone conversation, let alone a face-to-face meeting, with a prospective customer is tough enough. Everyone is on a schedule and trying to make the most out of their…
Spongey McWipey
saengeraj1 I’ve never watched New Girl before, but I recently saw this clip and immediately thought about this class: https://www.youtube.com/watch?v=7VgAIDARUEk The guy trying to come up with a catchy name for…
Don’t Sell Features
Maverick Dickson I recently bought a pack of tide pods from Walmart, and on the packaging it advertised the following change: “New Look!” Believe it or not, this was not the reason…
Be Smart, Play Dumb
MoserMD1 Rule #17 of the Sandler Rules was one that confused me at first — “the professional does what he did as a dummy — on purpose.” This rule builds off…
Hacking Pain
How Is Hacking Pain Working? The Idea of Hacking the Pain of customers has several components to it. Understanding these components is crucial to making a great presentation to a…
Sell Me This Pen
HaywardEE1 A common stereotype of sales career interviews is the “sell me this product right now” question. Any job interview, not just for a sales job, in the world of business,…