Piecing it Together
Klaerenmk1 Through classes this semester we have learned so many things about sales and the start-up that I thought I would piece together the different topics we have talked about in…
Klaerenmk1
The Key to Really Engaging a Prospect
In class we talked about how asking good questions is one of the key ways to engage a prospect. We can only understand what they are interested in, what they…
Selling Principles Salespeople Often Get Wrong
I was reading an article from Forbes.com titled “10 Essential Selling Principles Most Salespeople Get Wrong” and I thought it correlated well with what we have been studying in class…
Improvising
In chapter eight of Pink’s book there are three essential rules of improvisational theater that Pink says will help us win more sales. The three principles take what we learned…
Buoyancy and Rule #1
I really enjoyed reading Pink’s chapter on buoyancy and thought it related well to the first core concept in Mattson’s book. Pink says buoyancy is staying afloat amid an ocean…
When to persist and when to quit
One aspect of selling that I have always struggled with is knowing how much to follow-up, especially when it comes to selling myself with a job. I never know how…
The Sandler Rules
As I have been going through the readings for this class I have really enjoyed David Mattson’s book because the rules are short and to the point but also very…
Experience as a Buyer
When I think about the interactions I have had with salesmen/women and the different experiences that have occurred, the businesses and companies that keep me coming back for more always…
Attunement: Seeing the world through their eyes
In Chapter 4 of To Sell is Human, Pink outlines the first concept of the ABC’s of selling which is attunement. I really liked this chapter so I thought I…
“No ‘natural’ salespeople”
In chapter three of Daniel Pink’s book, To Sell is Human, Pink talks about the fact that in a way we are all naturally salespeople and therefore there is no…