Pain and the Sales Process
taylorstein93 One thing we have talked about a lot in class that I have been thinking about is the issue of uncovering pain that customers have in order to better equip…
Always Bring Your “A” Game
metzlerbp1@gcc.edu Rule #7: “You Never Have to Like Prospecting, You Just Have to Do It”. As discussed in The Sandler Rules by David Mattson, prospecting is the process of actively searching…
Like a Kid in a 100 Acre Candy Store
smithza1 We all know this pain way too well. We are out shopping for a gift or even for ourselves and we get to the store an there are a million…
Sales and the Trust Fall
WheelerAA1 The temperature has risen to a hot 17 degrees in Grove City. The snow is coming down thick and soft. Not the wet slushy kind, or the hard snowman-building kind,…
People > $$
smileycj1 I think most people in today’s sales world would agree that you have to approach customers with a relationship vs. dollar sign orientation. Yet how many truly let this thinking…
The Sacred, Secret, Satisfying, Agenda
broughersg1 Agendas. I’ll be honest I hadn’t given them much thought. Then, Evan Addams spoke to our class and it was like a lightning bolt hit me. Of course agendas are…
The Art of Prospecting
Falco In yesterday’s class we talked a lot about prospecting, so I thought it would be quite a good idea to write about it in this post. We defined prospecting as…
I’m SALEing Away
Dewrant In his book, “To Sell is Human” Daniel Pink explains how everybody sells in some capacity. He says that 8 out of 9 people in the workforce are in some…
“It’ll Be Fun, They Said”
weatherstone Can peer pressure classify as an inadvertent form of selling? My recent sledding experience with friends from the Entrepreneurship Department would seem to affirmatively prove that to be the case.…
Tone of the Sale
Funyak Evan Adams from no wait made some great points on Friday when he spoke to the class. Along with many others tone was one of the things Evan seemed to…