When Failure is NOT an Option
meakemga1 Failure. This is a word that many of us hate to even contemplate. From the relatively short life I have lived, I have learned that often the root of any…
Moving Yourself
zberry7 Stop and think for a second. Have you ever taken an exam and told yourself beforehand, “I know this. I will get an A?” And after the whole thing is…
Action Speak Louder than Words…
KlinvexMM1 Buying a product is not always simply just picking something out and bringing it straight to the check-out counter. When you buy, often you want to know about the product…
Start with a Cold Call
hawrankorl1 We recently had a speaker come into class and talk to us about his job at Praxis. He shared with us very useful advice about how to approach the world…
The Ambivert Advantage
Christina Vilbert Many studies have pointed to the fact that ambiverts are the best and most natural salespeople. An ambivert is a term used to describe someone who finds a healthy balance…
Ask Questions! Ask Questions! Ask Questions!
Spencer Strimbu Mattson is very clear that as a salesperson you must dig in order to find the heart of customer pain. “Answer every question with a question” so you refrain from…
Pre-Call Planning Part 2
porterjj1 As I mentioned in the first segment of this topic, I wanted to spend two posts on pre-call planning as it is such a crucial element to the sales process.…
Harnessing Failure to be a Better Salesperson
In Mattson’s book his first rule is that “you have to learn to fail, to win.” Mattson expresses that failure is inevitable and numerous especially in the field of sales.…
Introverted Ambivert
In class last week we discussed various suggestions for both extraverts and introverts when confronted with a sales opportunity. According to Daniel Pink’s assessment test, I am an ambivert by…
Woman with an Entrepreneurial Spirit
Wendy Mascio, alumni of Grove City College, returned last week to give a guest lecture on the topic of why and how she harnessed her entrepreneurial spirit to create a…