Knowing How a Company Buys
tothrm19 Evan Adams is a very knowledgeable and experienced salesperson especially in the entrepreneurial side of things. In his talk today he spoke very highly on knowing your business plan and…
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Cold Calling
As Dr. Sweet has mentioned in class, cold calling is something that many people dread or skip altogether. This is because how often you fail in it. It is often…
Answering a Question With a Question
Today in class Dr. Sweet talked about how it is important to answer a prospect’s questions with more questions so that you can understand the prospects pains and hopes for…
Selling Wine: Know Your Competition
When I was in high school I worked for a local Amish deli that had a wine section of the store. Although I wasn’t old enough to know or drink…
Chick Fila: Emphasizing Emotion
When Trudy Cathy White came to talk to us she did a very good job at selling the brand and the history of the brand. One thing that she was…
Coach D: Staying out of the pigeon hole
Coach D spent most of his time telling us about how we cannot be a good salesman if we pigeon hole our customer. To start the sale conversation in the…
Sleezebags
As we have talked about in class, many people see sales people as sleezy and slimy. This is because of the old non relationship based sales plans that people used…