The Real You vs. The Role You
Christina Vilbert In class last week we discussed the importance of distinguishing between “the real you” and “the role you”, as Mattson puts it. The real you is who you are as…
The Prudent Mute
Yoheytj1 “When words are many, transgression is not lacking, but whoever restrains his lips is prudent.” ~ Proverbs 10:19 In sales the true danger is speaking too much, not too little.…
Sales is in my Blood
Elisabeth O'Brien The first time I ever remember selling anything was selling cookies and lemonade at the annual Fourth of July Parade at my beach town. I didn’t make any money, as…
Death of a Salesman
We all know the type: slimy, slick-talking, suit wearing, adjectives that just begin to describe the typical salesman. We picture him in the car lot, Verizon store, real-estate offices, and…
Selling Myself Everyday
I wake up, it is 8:30…..time to shower and get dressed for the day. As I look in the mirror, doing my makeup I think to myself “Do I look…
Three Memorable Rules
The Sandler Rules is a book written by David Mattson, CEO and partner of Sandler Systems, Inc. which is “an international training and consulting organization headquartered in the United States.”…
Strategic Mimicry
HayesAS1 Until taking this class, I never realized how important this was to my own sales experiences. For me, the aspect of tone and language mimicry is especially important to me.…
It’s Easier to Hunt a Rabbit than a Bear
KlinvexMM1 If you live in the Northeast like me, you would know that we have an abundance of rabbits. Maybe even too many. They are in your yard, in the parks,…
Uncovering the Tall Tales of the Salesman
When you hear the word, “salesman”, what do you think of? For some reason, I think of a sleazy yet peppy guy wearing a red and white striped coat jacket…
Put Yourself in THEIR shoes…
Whether you are on the more emotional side or not, a little bit of empathy never killed anybody. You may not be super sappy or “in-touch with your emotional side”,…