Decision-Makers
jhartshorn Decision-making dynamics play a vital role in sales, where the salesperson is involved in the process. Qualification needs to be done with criteria such as budget, transparency, fit, and even…
jhartshorn
Buyer’s Remorse
Avoiding buyer’s remorse in sales is paramount for fostering trust and sustaining positive relationships with customers. Rushing through the sales process (“get in, get it signed, get out??”) can lead…
Going Negative
In sales, the focus isn’t on banning negativity but on channeling its energy positively. It can prevent unproductive behavior, meaning that acknowledging negatives prevents complacency and drives proactive solutions. Going…
Upfront Contracts and Prospects
When we are in a position to set up a meeting with a prospect, we need to cover a few things before the meeting even begins. There needs to be…
Talking Budget
Depending on the type of person, talking about money can become a weird topic. Doing little things to hint towards this discussion can help you see if they are comfortable…
Learning To Fail
As a part of the sales process, failure is natural. It’s how we take failure is what will make us successful. Being able to separate the emotional and intellectual side…
Adapting To Your Surroundings
In our recent class discussion, we were talking about introverts vs. extroverts and how people that are in the middle tend to succeed in a sales setting the most. This…
Ability to Listen
There’s nothing people hate more than when others just talk and never listen. This is a key principle of sales. Asking questions is important, but making sure you’re able to…
Micro-Entrepreneurship
I found it interesting that over 38% of people earn income from multiple sources. With how the times are changing, in order to achieve certain goals, we’re all going to…
Understanding negative associations
Generally, in a sales environment, people are prone to resort to tactics to protect themselves from a bad deal. This baggage from customers pasts has resulted in a lack of…