Who’s Doing the Talking?
Adam Lowe “So, how does this work? Do you talk first or do I talk first?” Carrying a sales conversation can be a challenging thing. Often times the sales person feels the…
Clarity – Not for you, for the Prospect
porterjj1 In class we talked about clarity. Sandler had many beneficial rules on this topic of things that I had never even thought about. However, it was not one of his…
Whose Sale is it anyway?
KlinvexMM1 Sometimes thinking about improvisation is kind of scary. Having to think so quickly on your feet? How do the guys from Saturday Night Live and Whose Line pull it off…
Only awkward if you make it awkward…
The Talk. The budget talk. It’s just one of those things you can either feel like its another simple conversation, or something you would rather never discuss. To be fair,…
Don’t take yes for an answer! Wait…
You’re persistent, you’re a fighter, you want people to get what they need, you’re a 21st century sales person. We are trained to do whatever it takes to close that…
Hit Me with Your Best Shot
Does anyone really like being criticized and shut-down? Honestly, raise your hand (to yourself since you are reading this on the computer) if you look forward to being rejected and…
Little Miss Sunshine… Are you serious?
We all know that person. That one who you have never seen frown. The one who is up at 4 am and singing and feeling punctual as ever. They don’t…
Making It Personal
Sales ultimately is about forming realtionship. Pink’s chapter on service is great example of this. He used one example of doctors who were diagnosing patients. When they put the patients…
Sales in Advertising
Andrew Beckman While watching various NBA basketball games, I have been surprised how many of the selling tips that we talk about in class are used in advertising throughout. In a lot…
Know When to Walk Away
No one likes to give up on a potential sale. We are raised to stick it through to the end and never give up. However, there are some cases where…