Don’t Force the Seagulls
Kyle Hartman Sandler Rule #18 is “Don’t Paint Seagulls in Your Prospects Picture.” What this rule means is you cannot force people to see things from your perspective because they do not…
Analyzing Customer Needs
Landon Fairchild Analyzing Customer Needs In the vast landscape of business, the cornerstone of success lies in understanding and effectively catering to customer needs. Analyzing their needs is not merely a one-time…
Clarity
Importance of clarity in sales almost never taught in a sales class. But its significance in a sales opportunity seems obvious. Clarity allows the salesman to better discern what is…
A Sales Story by the Shore
I had a sales experience last summer in Ocean City, New Jersey. I was looking through one of the many t-shirt stores on the Ocean City New Jersey boardwalk looking…
The “Art of the Pitch” – Talking Transparency
tuckercp21 In sales, the art of the pitch is the presentation of a product or service to a prospective buyer to convince them to make the purchase. Because some may view…
Fulfillment and Post-Sell: F&PS and F&BA
Fulfillment and Post-Sell: F&PS and F&BA Obtaining an internship in Financial & Business Analysis for this upcoming summer and being in the middle of the onboarding process, fulfillment and post-sell…
Upfront Contracts & The Decision-Making Process as a Non-Sales Student
For a non-sales focused college student (such as myself studying business economics), understanding topics like upfront contracts and the decision-making process can offer valuable insights relevant not only in professional…
Mattson’s Take: Pitfalls of Prediction – Overtalking and Underestimating
In “The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them” by David Mattson, the concepts of overtalking and underestimating are explored as pitfalls of prediction to avoid…
Closely Concentrating on (Christian) Clarity – Pink’s 3 P’s:
In “To Sell is Human” by Daniel Pink, he highlights the importance of clarity in sales, the third letter in the ABCs of sales. Pitching: In sales, being transparent about…
How to make a customer feel comfortable
When a customer comes in there is a good chance that they feel uncomfortable. All customers are going to be different so that means there is not one easy instant…