Don’t Sell Features
Maverick Dickson I recently bought a pack of tide pods from Walmart, and on the packaging it advertised the following change: “New Look!” Believe it or not, this was not the reason…
A Cup of Coffee
MoserMD1 It’s only fitting that I write about my “cup of coffee” experiences as I sit in a coffee shop enjoying a hot cup ‘o Joe. My new interest in sales…
Is That Your Final Answer?
In all of the rules and concepts that we have covered in this course, my favorites are always the ones that put the overall relationship above the sale. Core Concept…
Be Smart, Play Dumb
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
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…