Improvisation=Independence and Initiative
SchielaAC1 As improvisation becomes the new norm in sales, sales people must become more independent and willing to take initiative in the sales process in order to be successful. They cannot…
SchielaAC1
Predisposition: Do people like you?
In class this past Wednesday, Mr. VanEerden said that one of the key principles to selling well is having a good predisposition. This is something that we don’t often talk…
Sell Often
We’ve had many great examples of salespeople visit our class this semester, and we discussed even more. A lesson that we’ve heard several times is that in a startup situation,…
How the World Ought to Be
Three of our recent guest speakers, Evan Adams of NoWait, Sam Weber of ProfilePasser, and Jim VanEerden of various companies, have all said something very similar about entrepreneurship: Great entrepreneurs…
The Role You vs. The Real You
This is going back several weeks in class, but Mattson’s description of the role you vs. the real you has been on my mind since we talked about it. This…
Moving People
Michael Kobold guest lectured in our class earlier this week, and he successfully sold his non-profit mission to me before he even explained it. The documentary that he produced about…
Bonding after the Purchase
As I was driving back to school after break I stopped to fill my gas tank, and while I was waiting for the gas to pump a man who was…
Wishing for a Sales Person
I had an experience as a buyer this past weekend, and I’m interested to see if anyone else shares this experience/feeling or not. I received a Kindle for my birthday,…
Is Sales a Science?
Is sales a science? I don’t think so. Sales is a skill, not a science. Coming into our sales class, I felt as though it would be difficult to learn…
Sales Symbiosis
Daniel Pink defines Sales as the ability “to convince someone else to part with resources – not to deprive that person, but to leave him better off in the end.”…