What exactly is “Closing?”
Falco I had the privilege of taking a Sales course with Mr. Kocur in the Fall. The whole course talked about closing and what exactly is it. Professor Sweet was talking…
Pitch Your Sale
Jon Graber One-hundred and fifty participants, thirty-eight one-minute pitches, twelve ideas selected, fifty hours of hard work and dedication, and three over-all prize winners; welcome to Startup Weekend Education, Pittsburgh 2015. This…
Turning a “no” into a “yes”
Dewrant “8 in 9 of us “are engaged in what I call ‘non-sales selling.’ We’re persuading, convincing, and influencing others to give up something they’ve got in exchange for what we’ve…
Unasked Questions
Funyak Over the weekend my Dad and Uncle bought yet another truck for their landscaping business, something they do on a very consistent basis. My Uncle headed to the local Ford…
The Bottom Line is “Likeability”
TomKocur7 As a saleman, a lot of focus goes toward the bottom line. Moving your client and getting to the close is an important goal for any salesman. That being said,…
Start-up Weekend
hammerschmittlr1 Over the weekend I had the unique experience of going to Start Up Weekend Pittsburgh: Education. The entire weekend was one big sales pitch: First we had to pitch our…
Perspective- Taking
allieo In To Sell Is Human, Pink talks about the founder of Amazon, Bezos. Bezos leaves an empty chair in his meetings that is meant to represent the customer. I enjoyed…
10 keys to unsuccessful selling
hendersonam1 My Dad is the head salesman for the company he works for and I asked him what principles he and the rest of his department abide by. He of course…
Shut Up: Three Phrases that Plague Salespeople
becky.torre Art Sobczak, of Smart Calling Blog, recently published a post on three phrases that all salespeople should avoid like the plague. He describes a few situations which can either make…
Rule #14
NicholsJL1 In my opinion, Sandler rule #14 that states that “A Prospect Who is Listening is No Prospect at all” might be the most important rule that we have learned so…