Cold Calling Nerves
gibsonam1 Over the summer, I had an internship at State Farm. It was a small office with only 4 other employees so it was very laid back and fun. My boss…
Until Death Do Us Part
weatherstone What does dedication to a job look like? And dedication to selling? Meet Reginald Huntley. Born in December of 1918 – yes, that means he is 97 years old –…
Repping the Referrrals
FinneganBJ1 In light of our prospecting talks in class over the last couple of days I thought it might be interesting to talk about one of the easier and more successful…
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…