It Pays to Create a Vision
hawrankorl1 As a salesperson, creating a buying vision can go a long way because it ensures that your prospects are better educated and better informed, and enjoy a better overall sales…
Uncategorized
Teach, Don’t Sell
porterjj1 I want to take minute and focus on something that Evan Addams mentioned when he was with us for the last time. We have talked a lot this semester about…
It is Springtime…
Christina Vilbert …and I am blind. One of the stories we discussed in class is the story of Rosser Reeves. As the story goes, there was a homeless man who was sitting…
3rd Party Story-Telling
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…
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…