Knowing When to Fold ‘Em: Closing the Book on a Lead
folgerjt19 In a game of poker, one of the hardest things to do for a gambler is to bow out when their hand is subpar. It’s easy to fall in love…
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Inception
mallkr21 In the movie inception, a team of people go deep into a man’s subconscious in a dream in order to insert an idea into his head and make him think…
Rolling with the Punches: When a Client throws a Curveball
Yesterday I had a rather intersting, albeit promising, sales call. I had a teams meeting with the whole 3-person board of community engagement of the city of Brownsville, Texas– the…
Improv in Sales
Whose Line is it Anyway? and a sales meeting may not seem to have much in common. However, at this point in my life, I have done a fair amount…
Practicing Interrogative Techniques
Jack Henne If a salesperson wishes to exceed, they should not have the number one focus be on how much money they can make but can I better the quality of lives…
Clarity
The book defines clarity as the capacity to help others see their situations in fresh and more revealing ways, and to identify they did not realize they had. In the…
Budget
No matter how sweet a product or service can be that would benefit a prospect, the budget is ultimately what they are worried about the most. Prospects often have a…
Rule 31
The 31st Sandler rule is “Close the sale or close the file” which essentially is the idea of understanding that sometimes not every prospect you encounter is right for the…
Rule 17
The 17th Sandler rule is “The professional does what he did as a dummy, on purpose”. In simpler terms, Sandler is telling us that one of the biggest temptations we…
Nicholas Heltzel Recently in class we have learned “When under attack, learn to fall back.” Falling back, or stepping away from a sales conversation, can be an important technique for salespeople to…