The Art of the Question
Mason Sales, as we have learned, is a lot more complicated than the old way of thinking of sales, high pressure and ABC or Always be Closing is past a forgone…
Uncategorized
Get the Appointment
Jay Wilcox III I think a major life lesson can be gained that comes out of Mattson’s Rule # 8- get then appointment. Before I begin on the life lesson I think it…
A Lesson on Outcomes
kapusinskija19 In class recently we talked about core concept #1 for Mattson’s the Sandler Rules- You Have to Learn to Fail to Win. We also talked about the idea that integral…
Harvard Business Review and Sales
Preston Field The article “What Makes a Good Salesman” in the Harvard Business Review provides an insightful analysis of the qualities that make a successful salesman. The article argues that a good…
Tips For Sales
The article “7 Tips to Boost Your Sales Performance” offers practical advice for sales professionals looking to improve their performance. The author emphasizes the importance of building relationships with clients,…
AI and Sales
The article “How Tools Like ChatGPT Could Change Sales” published on Forbes Business Council website presents a compelling argument about the potential impact of AI language models on the sales…
Client Prospecting and Related Challenges
guentterjj21 Speaking from personal experience, developing relationships with prospective clients can be extremely difficult. Not only is it a challenge to gain access to the decision makers within an organization that…
Relatability in Sales Negotiations
Salesperson negotiation is a delicate dance that requires a combination of extroverted and introverted traits. The ambivert advantage discussed in class comes in handy, as ambiverts have an incredible ability…
Lets Make a Deal: Bartering in Sales
folgerjt19 The point of selling anything is to turn a profit. People often think of this as the actual monetary compensation you receive as result of providing a good or a…
Cold Outreach
hollenbaughdb19 Cold calling is among one of the best ways to get out of your comfort zone. This interaction puts us in a situation where we must improvise on the spot.…