Surgeons Sell Too
James Plante I had shoulder surgery over Easter break on my right shoulder. I had never realized all the options we have in surgeons and procedures. I went to 4 different surgeons…
Recruiting Sales
I am a big Penn State football fan and I was very excited about the recruiting class we would have this year, which included Quinn Nordin the #1 Kicker in…
Answer a Question with a Question
I think this has been one of the most valuable concepts I have learned. As I was inquiring about Mr. Kobold’s Soarway Foundation I used this method repeatedly. On several…
Every Customer is Important
I was with my dad over Easter Break to buy him a suit and a sports coat for my graduation. We went to Men’s Wearhouse on a busy Saturday. The…
Admissions
I work in the admissions office three times a week as a receptionist. Last week I had a very upset mother who came in for a visit. I am no…
Apartment Hunters
I have spent the past semester shopping for an apartment in the greater Pittsburgh area. I ran into many good and bad sales people. I also ran into very good…
Airbnb
While trying to plan my senior week, before graduation, my friends and I began to explore www.airbnb.com/, a site that allows users to rent out rooms, apartments, or houses to…
The Problem the Prospect Gives You
Andrew Beckman Another one of the topics that Professor Sweet taught that resonated with me, was the rule that the problem the prospect gives you is never the real problem. I thought…
Why You Should Use The Pain Funnel
Lindsey Mason Consider this scenario: You sell a product or service that is really unique. You call on two companies just at a time when they are unhappy with their current vendors.…
Four Big Mistakes that Most Salespeople Make
In this class we have been addressing The Sandler Rules. While many of them are great thinks to think about while trying to sell, the ones I have listed below…