Finding Opportunity in Pain
spechtla21 Finding pain within a prospect is crucial to effective selling. With this being said it is important to find opportunity in pain. When asking good questions and going down the…
Sandler’s Submarine
Sandler’s submarine provides a model of how to dive deep into the clients needs and their concerns. Its a approach that fosters finding hidden opportunities within sales and getting success.…
Embracing the Art of Cold Calling
Cold calling is viewed as awkward, frustrating and full of rejection. While this can be the case at times there is much more to it. To be successful in cold…
Blog Post 5: Real vs Role
benedictsj19 I find it hard to separate the real and role self. In some sales scenarios I would say that it is almost imperative to keep the real and role self-intertwined.…
Blog Post 4: Body Language
I found the lecture on body language to be among the most interesting topics recently in class. I think the reason I am so intrigued on this topic is because…
Sandler’s Rule #14 – Post 5
andersonam22 Selling the Grove City College volleyball team to someone involves more than just providing information about the team; it requires engaging in meaningful dialogue, actively listening to the prospect, and…
Sandler’s Rule #7 – Post 4
Sandler’s 7th rule states “You never have to like prospecting, you just have to do it.” This rule focuses on the importance of continually searching for qualified potential buyers, even…
Buoyancy in The Greatest Showman – Post 3
One of my favorite movies “The Greatest Showman,” a musical film inspired by the life of P.T. Barnum, serves as an example of several fundamental selling principles. The importance and…
Don’t fear the call
muirds21 One of the hardest aspects of making the sale is the ability to make that first contact with the customer. Often individuals in sales are hesitant to make the first…
The Positively Powerful Power of Positivity
karwowskial21 Today in class, we talked about the power of self-talk. This is something I’ve been practicing for a few months, and these are some of the things it has provided…