Through the course of Sales in the Start-up this year, I have learned a lot of valuable information. Even the experienced sales person could have improved during this course. Although some principles seemed familiar going into it, they were analyzed in such a way that I had never heard before. Instead of just learning sales techniques, we were taught why we were learning these techniques. This provided a sound basis for growth. Of the many topics, there are a few that I found particularly interesting. The first was rule #14: a prospect who is listening is no prospect at all. Although I have always thought it was better to let the customer talk, I have never heard anyone say that if you aren’t letting the customer talk, you are wasting your time. Even though this is true, I appreciated the bluntness of that statement. Similarly, I found the concept of going for “no” to be quite bold. I have always thought that it is best to keep the prospect talking and not excepting no easily. Now I can see that this old idea can lead to a negative sales experience. Going for “no” allows the customer to feel more comfortable in the sales process and prevents the salesman from wasting their time. Thus both parties are benefited. These two concepts, although simple, were some of the most influential to me throughout the class.
BoweryJE22