A story on authenticity in sales
graberap1 In an earlier blog post I looked at the evolution of sales and its move toward authenticity. I decided to follow up that post with a story from my own…
Sales Tips
Contacts: The more you make, the more ($$) you make.
Sometimes sales can be a numbers game. The success of a lot of sales people depends simply on how determined they are to put in the work. Particularly in a…
4 Tips for Cold Calling
HastingsHV1 Cold calling is intimidating, at least for a person like me who hates phone calls. But, because they’re necessary to the success of any startup, we have to get really…
When To Stay Quiet
The core concept I struggle with most is #5: never answer an unasked question. I’m an open book, who tries to be as forthcoming as possible – if there’s something…
RAIN Group’s Keys to Improve Your Sales Conversations
CaloritisZJ1 The following are 4 key ways to improve your sales conversations, from RAIN Group. 1. Build a rapport: Before probing the prospect for information, the salesperson must talk about how…
Make No Assumptions about the Sales Process
When interacting with a prospect, never assume anything, not expressly made evident. Instead of misreading between the lines, allow the prospect to guide you. Be careful of assumptive statements, such…
Answer a Question… With What?
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…
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…
Know Your Audience
DeAugustinoJP1 I just finished up volunteering at a Scholastic Book Fair at a local elementary school and I was able to see the sales techniques in a different light. My biggest…