Budget
Jack Henne No matter how sweet a product or service can be that would benefit a prospect, the budget is ultimately what they are worried about the most. Prospects often have a…
Rule 31
The 31st Sandler rule is “Close the sale or close the file” which essentially is the idea of understanding that sometimes not every prospect you encounter is right for the…
Rule 17
The 17th Sandler rule is “The professional does what he did as a dummy, on purpose”. In simpler terms, Sandler is telling us that one of the biggest temptations we…
Nicholas Heltzel Recently in class we have learned “When under attack, learn to fall back.” Falling back, or stepping away from a sales conversation, can be an important technique for salespeople to…
Improv In Sales.
As talked about in class recently, improvisation, or “improv” for short, is an important skill for sales professionals to master. In a sales conversation, there are often unexpected turns and…
Being Gutsy.
In the class discussion, a very important motto was given that stuck with me. “All you have to do is be gutsy for 5 seconds.” This lingered in my mind…
Going For No
In sales, the objective is often to close the deal and get a “yes” from the customer. However, there is a growing movement in sales called “Go for No” that…
Artificial intelligence
Business::Sales
Experimental
Improvisation
prospecting
Prospecting for Fun
Sales Experience
Sales Process
Salesmen
AI Taught Me a lesson in Sales?
Ethan David As an aspiring salesman, I have been looking for ways that I could practice some of the sales techniques we have been learning in class. I wasn’t sure where to…
Owning the Decision-making process in Sales
Daniel Many people follow the misconception that in the sales process the buyer is the one who guides and leads the decision process. However, that is wrong ultimately it is the…
The million dollar sales call
mallkr21 What is appropriate to say to a customer who is being difficult? Dwight certainly hasn’t figured that out. In this clip from the office, Michael is trying to teach Dwight…