Fail to Win
anzevinokr1 Core Concept 1 : You have to learn to fail to win. Here’s what we talked about in class… Failure is a natural part of any sales experience Many people…
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Psychology in Sales
carteram1 Psychology plays a huge role in sales, here are a couple of commonly used techniques: Reciprocity – Sometimes when selling, a common trick is to give your potential customer something…
The Empty Chair
In the last class Professor Sweet briefly referenced the Amazon “empty chair” principle which I wanted to explain in a little more detail. Jeff Bezos, founder and CEO if Amazon…
Conversation Starters for Sales
SmithMM1 Starting conversations with someone you don’t know can be a daunting task. Even extroverted folks who enjoy meeting new people can have a hard time with this. We talked in…
Selling and Coaching
beidelmanra1 After reading an article about teaching sales and mistakes that often occur in the teaching and learning process, opened my eyes to a new idea of sales and made it…
The Importance of Prospecting
OBrienTT1 Before i cracked open page 38 of David Mattson’s The Sandler Rules, I had not heard of prospecting in the sales role. Prospecting is the set of activities used for…
The Beauty of Alibaba
harringtonrm1 Alibaba As an entrepreneur, Alibaba is a dream! Alibaba.com offers multiple routes to finding the right supplier for your business. It allows you, the buyer, to submit your manufacturing needs…
E-Commerce: A New Age of Sales
Ladies and gentleman we at a unique time in history: the dynamics of selling have drastically changed in the last 15 years. There is a new player in town, online…
Mission Fundraising: A Unique Facet of Sales
This past summer my wife and I spent in Rocky Mountain National Park in Colorado doing mission work through an organization called A Christian Ministry in the National Park, (I…
Servant Leadership
CrollJR1 In an interview on enterpriseengagement.org. Dan Pink is asked “Of all the things you talked about, what is the most important element to work on if you’re hoping to improve…