“A Decision Not to Make a Decision Is a Decision”
graberap1 In David Mattson’s book, “The Sandler Rules,” he addresses 49 principles of selling. Rule #4 states, “A Decision Not to Make a Decision Is a Decision.” This means that even…
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Importance of Personal Experience in Sales
A good friend of mine started his own painting business about 4 years ago. He’s been very successful and now has eight guys working for him and has more work…
20 Seconds of Courage
comptoncm1 The movie We Bought a Zoo is good for a lot of things: heartwarming plots, adorable animals, young love, adorable kids, old love, and… maybe even sales advice. There’s a…
An Analysis of a Bad Sales Experience
A few weeks ago, I got a random message on Facebook from a girl that I went to elementary school with. We chatted for a little bit about what we’re…
Being a “Natural”
Often times, we think that there’s a certain type of person or personality that is naturally gifted for sales. We can view someone else as “that person” and be too…
Getting Over Your Presuppositions with Money
Because we’re raised in different environments, different families, and even different times, our attitudes of money can be completely different than others. For example, my grandmother reused wrapping paper, even…
Humanness in Sales
Throughout this class, we’ve discussed approaching sales with just a human perspective. A lot of times when we think of salespeople, we can view them as being distant, and even…
The 3 Fundamental Forces of Sales
horstjk1 There are three major and fundamental forces that drive individuals into sales: entrepreneurship, elasticity and ed-med. What are these forces and why do they move people into sales? Entrepreneurship is…
How To Think Like A Salesperson
Selling is a highly psychological phenomenon, it involves all kinds of components for both sides of the sales equation. Selling requires relationship, communication, persuasion, decision-making, emotions, values, goals and risk.…
Traditional Selling vs. Non-Sales Selling
In all sales, there are two dimensions of sales: inside sales and outside sales. What are these two dimensions and how are they used in traditional sales as well as…