The Positive-Negative Thinking Ratio
peffernr1 Daniel H. Pink (author of To Sell is Human) wrote about the causes and effects of positive and negative thinking in human life. According to his philosophy, negative thinking greatly…
Thanks for Spoiling Us Grove City
HorneST1 If there has been anything these Grove City Sales Classes have taught me, it’s to not put up with traditional sellers because we’ve been spoiled with learning all about the…
Musical Improvisation — “In the Moment” Creativity
In High School, I was in a Big Band where we played the “swing” style of music that is portrayed by the infamous songs like In the Mood, Superstitious, Pink…
How to turn it around – turning that no into a yes
HaywardEE1 Every salesman needs to deal with rejection. Pink’s revised ABC’s include strategies for staying positive in the face of rejection. Taking in critique is important to being flexible and tailoring…
Buoyancy
brittanydundas One concept Pink introduces in his book is buoyancy. This refers to being in control of the sales situation. In order to do this we must ask good questions and…
The Core Concepts – Mattson
Stephen Weaver For this post, I wanted to review and discuss the six core concepts by Mattson. I was familiar with a few of these concepts before taking sales in the startup,…
Improv! – ft. Michael Scott
During his time as the regional manager for the Dunder Mifflin Paper Company, Michael Scott was also a member of the town improv class. Unfortunately, I couldn’t find direct footage…
3 Things That Bad Salespeople Do Very Well
Bcubarney Have you ever felt annoyed, burdened, trapped, obligated or just flat out angry while someone was trying to sell you something? The answer is most likely a resounding yes. Bad…
How to Deal With Sales Rejection
1. Don’t take it personally Whether they could’t afford it, or they simply didn’t need it, one thing is for sure, it isn’t personal. Keep your chin up knowing that…
Being a Problem Solver vs. Problem Finder
Before the internet (in most cases), good salesmen were very focused on demonstrating their problem-solving ability to the customer. They were focused on demonstrating how their product/service solves this specific…