Sandler Rule #4 on Decisions
henschelsf23 In this week’s reading, Sandler’s Rule #4 stuck out to me. The rule states that “a decision not to make a decision is a decision”. It discusses the problem of…
The Trial Close
Nick Guidas In class, we learned the term ABC, which stands for, “always be closing.” This term has great significance and can make a successful salesperson. This term pushes toward the understanding…
Buyer’s Remorse
jhartshorn Avoiding buyer’s remorse in sales is paramount for fostering trust and sustaining positive relationships with customers. Rushing through the sales process (“get in, get it signed, get out??”) can lead…
Going Negative
In sales, the focus isn’t on banning negativity but on channeling its energy positively. It can prevent unproductive behavior, meaning that acknowledging negatives prevents complacency and drives proactive solutions. Going…
Core Concept #6
goliasmc21 Sandler Rule #6 is not the first concept thought of in sales situations because it pertains to events following a sale. This rule says: Don’t buy back tomorrow the product…
M16’s and customer service
harrimanhm In sales, you learn it’s important to talk to the person across the table. You learn how important it is to ask questions and make sure all concerns are addressed…
Selling Yourself
KasianidesEG21 In class we have had multiple opportunities to practice sales and learning from guest speakers. Shake hands, don’t shake hands. Make sure you don’t leave money on the table or…
Movie Sales Scene Analysis: The Incredibles
Kyle Hartman In this scene from The Incredibles, Robert ‘Bob’ Parr (aka Mr. Incredible) is in trouble with his boss, Mr. Huph. While this scene is more of a job evaluation than…
The Dating Game: Tips for Selling like You’re Dating Part 7
Know when to move on Not every relationship is built to last or get started, unfortunately. Read the signs early on in the relationship and know when you should walk…
Upfront Contracts and Prospects
When we are in a position to set up a meeting with a prospect, we need to cover a few things before the meeting even begins. There needs to be…