Sandler Rule #28
Jack S. Paracca One place that many salespeople don’t want to find themselves in, is the defensive position. A salesperson can find themselves on the defensive front for a variety of reasons. More…
Charachorder
Reese Corley The Charachorder is a technological innovation designed to streamline typing to keep up with the speed of your thoughts. Charachorder uses keys with five directional inputs per key. Instead of…
Selling in “Rush”
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…