Rule #14
NicholsJL1 In my opinion, Sandler rule #14 that states that “A Prospect Who is Listening is No Prospect at all” might be the most important rule that we have learned so…
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Cold Calling Nerves
gibsonam1 Over the summer, I had an internship at State Farm. It was a small office with only 4 other employees so it was very laid back and fun. My boss…
Repping the Referrrals
FinneganBJ1 In light of our prospecting talks in class over the last couple of days I thought it might be interesting to talk about one of the easier and more successful…
Pain and the Sales Process
taylorstein93 One thing we have talked about a lot in class that I have been thinking about is the issue of uncovering pain that customers have in order to better equip…
Sales and the Trust Fall
WheelerAA1 The temperature has risen to a hot 17 degrees in Grove City. The snow is coming down thick and soft. Not the wet slushy kind, or the hard snowman-building kind,…
People > $$
smileycj1 I think most people in today’s sales world would agree that you have to approach customers with a relationship vs. dollar sign orientation. Yet how many truly let this thinking…
The Sacred, Secret, Satisfying, Agenda
broughersg1 Agendas. I’ll be honest I hadn’t given them much thought. Then, Evan Addams spoke to our class and it was like a lightning bolt hit me. Of course agendas are…
The Art of Prospecting
Falco In yesterday’s class we talked a lot about prospecting, so I thought it would be quite a good idea to write about it in this post. We defined prospecting as…
Tone of the Sale
Funyak Evan Adams from no wait made some great points on Friday when he spoke to the class. Along with many others tone was one of the things Evan seemed to…
Listening Comes Before the Diagnosis
TomKocur7 I remember being back in elementary school (first grade to be exact) and having listening tests. These were actual tests given by the teacher who would give verbal instructions telling…