Uncovering Pain: The Money Situation
seitztm1 One obvious way to uncover pain is to talk about money – something that really seems to be a touchy subject these days. Also something that seems to be rather…
The Key to Really Engaging a Prospect
Klaerenmk1 In class we talked about how asking good questions is one of the key ways to engage a prospect. We can only understand what they are interested in, what they…
Predisposition: The Key to Success
meakemga1 Last week we had the privilege of having Mr. VanEerden speak to our class. He shared many important lessons in sales but one that stood out to me was the…
Keep Your Inner-Child Out of the Sale
Spencer Strimbu In Sandler Rule #49, Mattson concludes that the salesperson must nurture his prospect’s Child, while suppressing his inner-Child. The Child is the ego state where we store feelings about right…
Predisposition: Do people like you?
SchielaAC1 In class this past Wednesday, Mr. VanEerden said that one of the key principles to selling well is having a good predisposition. This is something that we don’t often talk…
5 Lessons We Can All Learn From Sales
It has definitely been established that sales is all around us and that we all participate in selling in some shape or form. Whether it is your desire to be…
The Power of Story Telling
Last class we learned about expressing your feelings through storytelling. In sales this is an extremely powerful tool. The art of storytelling has always been a way that has allowed…
Buoyancy – Reflections
cheba1 I think one of the biggest roadblocks to successful selling for the introverts among us is dealing with the boogeyman that is rejection. The ability to take rejection, learn from…
Sell Often
We’ve had many great examples of salespeople visit our class this semester, and we discussed even more. A lesson that we’ve heard several times is that in a startup situation,…
How the World Ought to Be
Three of our recent guest speakers, Evan Adams of NoWait, Sam Weber of ProfilePasser, and Jim VanEerden of various companies, have all said something very similar about entrepreneurship: Great entrepreneurs…