It is Springtime…
Christina Vilbert …and I am blind. One of the stories we discussed in class is the story of Rosser Reeves. As the story goes, there was a homeless man who was sitting…
3rd Party Story-Telling
Mattson’s Rule #45 instructs salespeople to express their feelings through third party stories. I found this rule to be especially interesting. Using third party stories is the most non-threatening way…
The 5 “P’s”
I very much appreciated when Mr. VanErden spoke in class the other day. His “5 P’s” are especially insightful and really stuck with me. The 5 P’s to remember in…
Improving Connection Rates
In class we discussed the 4 key questions to improve connection rates. These four key questions are: Is there a better time of day to call Can you get past…
Serving in Sales
Lindsey Mason Pink’s concluding chapter, “Serve,” is the all-but-inevitable bookend to his early chapters’ focus on the Digital Age shift of power from sellers and large organizations to customers and smaller organizations…
Expert Sales Quotes
zberry7 Expert salespeople provide insightful tips and advice, but sometimes, they’re just plain humorous. I pulled some great comedic lines from an online source and I thought it would be insightful…
Productive or Busy?
There is a difference between being productive and being busy. You can cross dozens of things off your to-do list without actually being productive. The challenge you face is that…
Always Selling
HayesAS1 I start with with PNC’s Finance and Accounting Development Program at the end of June, and in preparation, each analyst is to put together a little bio that the company…
Travel Sales
A few months ago, I had my first vacation sold to me via a travel agent. When we talked about budget techniques in class, I was immediately reminded of the…
5 P’s of Sales
James Plante Marketing and sales are essentially serve the same purpose, both (as Mr. Van Eerden put it) “are an invitation.” Mr. Van Eerden spoke in class about the 5 P’s of…