Sandler’s Rule: Lean to fail to win
Najib Afghan Sometimes it’s the client and other times it the product that are the reason for not making as many sales as you would have hoped. Firstly, when it comes to…
Uncategorized
Characteristics of a Salesperson
graberap1 John Rampton in an entrepreneur, investor and online marketing guru who was recently named #3 on a list of the Top 50 Online Influencers in the World. He is passionate…
It’s the Little Things
Recently I was talking to a guy that I know who owns a very successful construction business. They do a lot of remodeling on some very upscale homes. I’m always…
“A Decision Not to Make a Decision Is a Decision”
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…
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…