The Importance of Perspective-Taking and Empathy
hooleer1 This week in class one of the concepts we discussed the importance of using your head as much as your heart; and the relationship between perspective taking and empathy. Perspective…
February 2017
The Sale isn’t the End
Alan Brennen You just made a huge sale and things couldn’t be going better. The client that just made your day a happy one shouldn’t be the last time you interact with…
Sales from the movies: There Will be Blood
A scene from one of my favorite movies, the “I’m an oil man” scene from There Will be Blood. This is a scene where Daniel Plainview (an oil miner), the…
Sales Emails That Impress
Amanda Vitale One of the most important tasks that salespeople must do frequently is prospecting. Prospecting is when you reach out to potential customers and learn more about them. By doing this…
Answering the Unasked
beidelmanra1 Today in class we discussed the sales person who answers question that were not asked and why this occurs and how the buyers reacts to this. When this happens it…
Apple’s Market Dominance
PlantsAB1 When smart phones initially released, they were looked upon as an “addition.” Most people did not see the need in a smart phone and the majority of people stuck with…
The Office – How to be an Excellent Salesman
anzevinokr1 Michael is performing one of his “famous” sales pitches, and here he is demonstrating one of his own devices that helps him to better “know” his customers. He’s trying to…
Creating the Sellable before Selling
KimAA1 There are few things more difficult than trying to sell the unsellable. When I coin the word “unsellable,” I am talking about cheap, tacky, useless, unhelpful, items or ideas or…
Volcano Insurance
CrollJR1 I was watching Family Guy over the weekend and I saw this interaction between Peter and a salesman. I thought this went well with what we talked about in class…
Mirroring
sotomayorem1 I first heard the concept of “mirroring” in a sales podcast, where the interviewer and the interviewee talked on and on about the psychology behind this high effective sales skill.…