Listening Is Key
williamsms1 The list of what makes a sales process effective can be a lengthy one but can boil down to a few key factors: listening, asking questions, honesty, and empathy in…
2016
The Effectiveness of Interrogative Self-Talk
Spencer Strimbu Buoyancy – “staying afloat amid the ocean of rejection is the second essential quality to moving other,” says Pink. Buoyancy starts before you even begin your day, preparing yourself to…
Another Ambivert Article
stormnm1 While society views most people who don’t cringe at the thought at public speaking are deemed extroverts and assumes the college student who shudders at the thought of being asked…
When Failure is NOT an Option
meakemga1 Failure. This is a word that many of us hate to even contemplate. From the relatively short life I have lived, I have learned that often the root of any…
Moving Yourself
zberry7 Stop and think for a second. Have you ever taken an exam and told yourself beforehand, “I know this. I will get an A?” And after the whole thing is…
Action Speak Louder than Words…
KlinvexMM1 Buying a product is not always simply just picking something out and bringing it straight to the check-out counter. When you buy, often you want to know about the product…
Start with a Cold Call
hawrankorl1 We recently had a speaker come into class and talk to us about his job at Praxis. He shared with us very useful advice about how to approach the world…
The Ambivert Advantage
Christina Vilbert Many studies have pointed to the fact that ambiverts are the best and most natural salespeople. An ambivert is a term used to describe someone who finds a healthy balance…
Ask Questions! Ask Questions! Ask Questions!
Mattson is very clear that as a salesperson you must dig in order to find the heart of customer pain. “Answer every question with a question” so you refrain from…
Pre-Call Planning Part 2
porterjj1 As I mentioned in the first segment of this topic, I wanted to spend two posts on pre-call planning as it is such a crucial element to the sales process.…