Cold Calling
dalmasote1 Sandler explains how prospecting is required in order for a business to grow and succeed in the 7th rule on his list. Prospecting is widely hated among salespeople. The reason…
Qualities of a Salesperson
stormnm1 1.A hunters mentality. A salesperson should be like a fisherman who wakes up everyday excited about the “big fish”. This is someone who is willing to go through all of…
Learned Helplessness
Yoheytj1 “Wonder rather than doubt is the root of knowledge” ~ Abraham Joshua Heschel In the 1970s a young psychologist by the name of Seligman came to bring a counter theory…
Selling to Individuals and Businesses
Last summer I worked with a company called Richwood Creations. They are a non-profit based out of a small depressed town in West Virginia. The company was started to give…
Being an Informed Salesperson
In the digital age, we are bombarded with information. We can almost find the answer to any question imaginable with the technology most of us carry around in our pockets…
Always Look to Grow
porterjj1 This summer I had the unique opportunity of interning with ULINE shipping supplies. I want to highlight my top 3 areas of growth as an account representative over the course…
Be Honest.
Often in sales, people like to talk about “best practices.” Always have an agenda, always follow up, be 5 minutes early to everything blah, blah, blah. Here’s one. Honesty is…
The True Art of Selling
Think of a salesman. Go ahead. I am willing to bet that a picture of a used car salesman swindling old cars down the throats of some unsuspecting buyer came…
What I Have Learned in Sales Thus Far
Elisabeth O'Brien Perhaps the most relevant lesson that I have learned in this class, to date, is that we are all involved in the selling process, regardless of the career that we…
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…