What do you MEAN?
karwowskial21 I think one of, if not the most, interesting of Sandler’s Rules is #38: “The problem the prospect brings you is never the real problem.” This rule has really helped…
Be Dumb, On Purpose
Most of the strategies we’ve been taught in our sales class have been very new to me, but nothing like Sandler Rule #17. “The professional does what he did as…
Adapting to Feedback – Blog Post #10
astrabmg22 You will get negative reviews on your sales tactics in the sales world. What matters is how you respond to negative feedback. This might include changing your sales tactics or…
Power in Interrogative Self-Talk
Daniel Pink proposes the concept of “buoyancy,” what he considers a crucial skill for navigating the frequent rejections in sales as well as everyday life. One aspect of buoyancy that…
How does social media fall into the world of sales?
testacr22 Just like every profession, sales is evolving. One way that a salesperson can really step up their game is by implementing social media into their sales process. In this post,…
Sales Plateau: What is it and how do you Overcome One?
There are many challenges as a salesperson and one of the most common is hitting a plateau. No matter how hard you are trying, your progress and sales are at…
The Role of Trust in a Sales Conversation
In the world of sales, trust is a characteristic that every salesperson should have. If there is not trust in a business relationship, even the best salespeople will be unsuccessful.…
The art of effective cold calling
Cold calling is a very common form of sales. It is easily the most difficult form of sales conversation, due to the lack of interest from the buyer side often…
How do prices affect sales?
Every item has a price and that is a critical part of a sales conversation. Often times, the price is what makes or breaks a potential sales deal. In this…
Understanding the Client
muirds21 All clients are not the same and should not be treated as such. Some personal feel that time is of the essence and that the sales call needs to be…