3rd Party Story-Telling
Christina Vilbert Mattson’s Rule #45 instructs salespeople to express their feelings through third party stories. I found this rule to be especially interesting. Using third party stories is the most non-threatening way…
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The 5 “P’s”
I very much appreciated when Mr. VanErden spoke in class the other day. His “5 P’s” are especially insightful and really stuck with me. The 5 P’s to remember in…
Improving Connection Rates
In class we discussed the 4 key questions to improve connection rates. These four key questions are: Is there a better time of day to call Can you get past…
Expert Sales Quotes
zberry7 Expert salespeople provide insightful tips and advice, but sometimes, they’re just plain humorous. I pulled some great comedic lines from an online source and I thought it would be insightful…
Productive or Busy?
There is a difference between being productive and being busy. You can cross dozens of things off your to-do list without actually being productive. The challenge you face is that…
Always Selling
HayesAS1 I start with with PNC’s Finance and Accounting Development Program at the end of June, and in preparation, each analyst is to put together a little bio that the company…
Travel Sales
A few months ago, I had my first vacation sold to me via a travel agent. When we talked about budget techniques in class, I was immediately reminded of the…
5 P’s of Sales
James Plante Marketing and sales are essentially serve the same purpose, both (as Mr. Van Eerden put it) “are an invitation.” Mr. Van Eerden spoke in class about the 5 P’s of…
Surgeons Sell Too
I had shoulder surgery over Easter break on my right shoulder. I had never realized all the options we have in surgeons and procedures. I went to 4 different surgeons…
Recruiting Sales
I am a big Penn State football fan and I was very excited about the recruiting class we would have this year, which included Quinn Nordin the #1 Kicker in…