Be Smart, Play Dumb
MoserMD1 Rule #17 of the Sandler Rules was one that confused me at first — “the professional does what he did as a dummy — on purpose.” This rule builds off…
Selling in Mad Men – Part 2
Don Draper does it again in this powerful and emotional sales pitch to Kodak. Instead of pitching the benefits of renaming the Kodak “Wheel” the “Carousel,” Don tells a story,…
Selling in Mad Men – Part 1
We have spent much of the semester talking about how sales has evolved. No longer do men in plaid suits with slicked-back hair knock on your door open a suitcase…
Psychology and The Sales Process
Maverick Dickson The Customer’s Mind Understanding the thoughts and drives of customers is vital to successful sales. A couple of the most significant areas of the customers psychology are outlined below: Personal…
The Money Question
Talk About Price Money is a touchy issue. Many people are concerned with talking about money in front of other people. It is something everyone worries about, and no one…
Hacking Pain
How Is Hacking Pain Working? The Idea of Hacking the Pain of customers has several components to it. Understanding these components is crucial to making a great presentation to a…
The Qualities of a New-Hire
LeonaB By Leona Bently In celebration of the end of the semester (aka last-minute job hunt season) I have decided to write my very last post on the qualities that companies…
Dress to Impress…or to Affirm?
By Leona Bently As we move on through presentations in class, I’ve taken notice on how some of us have chosen our attire during our conversations with Prof Sweet. Even…
Sell Me This Pen
HaywardEE1 A common stereotype of sales career interviews is the “sell me this product right now” question. Any job interview, not just for a sales job, in the world of business,…
Closing the Semester… and the Sale
Ryan Budnik As the academic year comes to a close, I think it would be helpful to reflect on what we’ve learned over the semester. Sales in the Startup was an eye-opening…