Rule #31: Close the Sale or the File?
Rachel Goetz When a customer says no, should the salesperson close the sale or close the file? The classic salesperson technique is to find out how to overcome it. The salesperson should…
April 2021
Meeting with Evan Addams
Evan Addams came to speak to our class today to talk about the different types of salespeople. He said there are 5 salespeople you meet in Heaven: the hard worker,…
Handling Bad Reviews
Spencer Simpson One of the toughest things to hear when on a sales call is “I heard your company is terrible.” Bad reviews happen even to the best businesses, and knowing how…
Interview Selling
Bailey Mantzell Often times, we think of selling strictly as an action we do with a product or a service, but the reality is, most of us are selling daily. Whether that…
A Sales Mission Statement
For another class that I’m a part of called Corporate Innovation, I’m on a team that’s been tasked with establishing a mission statement and values with a company called Provident,…
The Pandemic Salesperson
How has Covid-19 impacted the way selling has taken place? How might that affect the way selling is done in the future? These are questions that many business owners, entrepreneurs,…
Bracketing
Jack S. Paracca Bracketing is a great way to help with the budget issue in a the sales process. Customers have a powerful asset in budget, as it gives them a great deal…
The Relationship Builder
Several weeks ago, when Evan Adams joined class as a guest speaker, he spoke about the 5 types of salespeople. One of the 5 types is the relationship builder, which…
Reality Check!
David Criswell Today in sales we talked about one idea that really stuck out to me. Today professor sweet talked about the idea of deliberately shocking your prospect by saying a number…
Finding Key Decision Makers
Shay When in a sales process, it is vital to find the key decision maker in the process. For example, when someone enters a sales conversation with a lower manager, they…