Selling in “Rush”
Reese Corley The movie “Rush” starring Chris Hemsworth and Daniel Brühl playing James Hunt and Niki Lauda. This movie is based on a true story surrounding Formula 1 racing. James Hunt is…
Upfront Contracts
Todd Hangliter When I hear the word contracts, I think of a legally binding serious agreement that usually contains or is worth a massive amount of money. In the sales process and…
What’s the problem?
Rule #38, the problem the prospect brings you is never the real problem. This is a great rule because it highlights that not even the prospect might know their problem…
Painting Seagulls?
Don’t paint seagulls in your prospects picture is an amazing rule that sounds very interesting but when you get to the meat of it, the content is very powerful. This…
Telling Third-Party Stories
Rachel Goetz In class, Professor Sweet explained rule #45: Express your feelings through third-party stories. I cannot say I have seen or done this in a sales scenario, but I have done…
Rule #31: Close the Sale or the File?
When a customer says no, should the salesperson close the sale or close the file? The classic salesperson technique is to find out how to overcome it. The salesperson should…
Meeting with Evan Addams
Evan Addams came to speak to our class today to talk about the different types of salespeople. He said there are 5 salespeople you meet in Heaven: the hard worker,…
Handling Bad Reviews
Spencer Simpson One of the toughest things to hear when on a sales call is “I heard your company is terrible.” Bad reviews happen even to the best businesses, and knowing how…
Interview Selling
Bailey Mantzell Often times, we think of selling strictly as an action we do with a product or a service, but the reality is, most of us are selling daily. Whether that…
A Sales Mission Statement
For another class that I’m a part of called Corporate Innovation, I’m on a team that’s been tasked with establishing a mission statement and values with a company called Provident,…