RAIN Group’s Keys to Improve Your Sales Conversations
CaloritisZJ1 The following are 4 key ways to improve your sales conversations, from RAIN Group. 1. Build a rapport: Before probing the prospect for information, the salesperson must talk about how…
2017
Make No Assumptions about the Sales Process
When interacting with a prospect, never assume anything, not expressly made evident. Instead of misreading between the lines, allow the prospect to guide you. Be careful of assumptive statements, such…
Answer a Question… With What?
As we all know, one of the main goals in a sales conversation is to gain as much information about the prospect as possible. One technique for doing so is…
Lying in Sales
DeAugustinoJP1 Almost everyone would agree that a relationship should be built on honesty. However sometimes it feels as though telling a couple lies to make connections with potential clients could help…
Go for the Gold, Go for the Appointment!
Person A: “So what do you do?” Person B: “Well, I sell baseball bats for…” Person A: “I’LL TAKE SIX!!” Wouldn’t it be nice if prospecting were this easy? Unfortunately,…
Sales as a Fun Game
Jordan Hudock Image via pinterest.com Recently, I realized that a concept I apply in a lot of areas of my life also applies to sales. In this post, I want to explore…
Is there room for dishonesty in sales?
Image via WayneHastings.com In this post, I want to delve more deeply into Mattson’s 2nd and 5th Core Concepts–“Don’t Spill Your Candy in the Lobby” and “Never Answer an Unasked…
Rejection is the Worst! 3 Tips
Image via Lifehacker.com Why does rejection hurt so much? And why does it hurt differently in different contexts? I’ve been applying to internships for the past few months, and I…
Too Caught Up in Selling Rules? Same.
Image via Print Club London Sometimes I get a little carried away when I’m learning new things about business. I get over-eager to apply the concepts. I focus more on…
Don’t Spill Your Candy in the Lobby
In class, we discussed this core concept of attunement. Essentially, this means that the salesperson should not reveal exactly what they are selling before it is appropriate. Thia may have…