Golden Ratio
Thompsonle1 Every leader is going to run into a time when their employees, friends, kids or even spouse fail or make a mistake. The key is being able to take failure…
“Going for no” gets me EVERYTIME
HayesAS1 I never thought “going for no” was a sales tactic- I guess I always thought the salesperson was genuinely throwing me a bone/an out. It was funny to me to…
The REAL Problem.
sweetee1 Rule #38 | Problems Rule numbe 38 of Sandler’s Rules states that “the problem the prospect brings you is never the real problem.” This statement is referring to sales, but…
Selling Principles Salespeople Often Get Wrong
Klaerenmk1 I was reading an article from Forbes.com titled “10 Essential Selling Principles Most Salespeople Get Wrong” and I thought it correlated well with what we have been studying in class…
Three Sales Tips from Jill Konrath
dormands1 Sellers need to create value with each interaction. One of a company’s most consistent competitive advantage is its sales force. So in order to be successful each interaction with a…
Learn to Delegate
porterjj1 When Evan Addams was here with us for his third and final visit, he said something quite profound that struck me. He spoke for a while on “burning out” or…
Stop Talking, Start Doing
meakemga1 I had the great pleasure of hearing Sam Weber speak last night. Sam had a great deal of insight to share, however, one of the greatest pieces of advice I…
“Don’t Take ‘No’ for an Answer” – Sam Weber
Spencer Strimbu Sam’s first pointer in sales was “don’t take ‘no’ for an answer.” Initially a red flag came up when I heard this. We have been taught over and over in…
Clarity
seitztm1 I was highly intrigued by Pink’s philosophy on clarity. Clarity, according to Pink, depends on contrast. As potential future sales people, this is a very important principal to learn very…
Real Service
Sarah Klein Douglas Adams once said, “To give real service, you must add something which cannot be bought or measured with money, and that is sincerity and integrity.” In today’s market effective…