The Sandler Rule: “A Prospect Who is listening is No Prospect at All.”
lodicosg23 A common mistake in sales is talking too much. The Sandler selling system describes this with the rule: “A prospect who is listening is no prospect at all.” If your…
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Cold Calling
sullivandp23 The idea of cold calling often gets a bad reputation, but when it is done right it can be one of the most effective sales techniques. They key is shifting…
Espresso Your Sales
andersonsa22 I currently work as a barista when I go home for breaks and in the summer at a local coffee shop and artisan market. I want to open my own…
Spring Break in DC
zwolinskilk Thank you, Professor Sweet, for giving us a slight extension on our blog posts. I briefly considered trying to sell you on not docking my grade for this late post.…
Hire for Attitude, Train for Skill: Does Hiring Inept Salespeople Work?
jonesBW22 Hire for Attitude, Train for Skill: Does Hiring Inept Salespeople Work? The phrase “Hire for attitude, train for skill” has become a popular mantra in sales hiring. The idea is…
You’re Not a Mind Reader
morrowrb23 What is mind reading in Sales? Mind reading in sales is assuming what your potential buyer might be thinking or what way they are leaning. This is never a good…
Salesmen are Human too
porterdm23 There is a common misconception that all salesmen and women are too clean and put together, making them seem not even human; they feel more like robots spitting out a…
Core Concept #1 and Sports
mcbridesr24 David Mattson’s list of core concepts for selling starts with Core Concept #1: “You have to learn to fail to win.” The main idea of this concept is that failing…
Loss Aversion Framing
What on earth is Loss Aversion Framing? Loss aversion is the idea that people fear losing something more than they desire gaining something of equal value. In sales, this means…
How to get clients without cold calling
rhodesgp24 If you read my last few blog posts, you would know that I’m starting a video content agency and I’m using these assignments as an opportunity to learn more about…