Answer a Question… With What?
CaloritisZJ1 As we all know, one of the main goals in a sales conversation is to gain as much information about the prospect as possible. One technique for doing so is…
Dos and Don’ts
Go for the Gold, Go for the Appointment!
Person A: “So what do you do?” Person B: “Well, I sell baseball bats for…” Person A: “I’LL TAKE SIX!!” Wouldn’t it be nice if prospecting were this easy? Unfortunately,…
Don’t Spill Your Candy in the Lobby
In class, we discussed this core concept of attunement. Essentially, this means that the salesperson should not reveal exactly what they are selling before it is appropriate. Thia may have…
Time to Start Selling More
Amanda Vitale At this point in the semester it should be blatantly obvious that there are plenty of tips and tricks to help you become a top salesperson. You may feel that…
Customizable Sales
Dos and Don'ts
Non-Sales Selling
Pain
Perspectives on Sales
Relationship Selling
Sales Figures
Sales Process
Sales Struggles
Sales Teams
Sales Tips
Selling Yourself
Social Sales
You Can Sell Anything, Yes, Literally Anything.
Alan Brennen If you ever think “no one would ever buy this” for an idea you just came up with for a business, just remember there was a millionaire walking around in…
Dos and Don'ts
Pain
Relationship Selling
Retail Sales
Sales Figures
Sales Process
Sales Struggles
Sales Teams
Sales Tips
Selling Yourself
Uncategorized
Selling Strategy/Tip
I hope this bit of information finds you well, like it did for me. Over the past summer I had the opportunity to talk to the vice president of Lord…
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…
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…
That Annoying Customer: Lose Win Situation?
smithza1 Here is the fifth and final edition to this series where we are talking about how to deal with difficult customers. It is going to happen to all sales personal…