Repping the Referrrals
FinneganBJ1 In light of our prospecting talks in class over the last couple of days I thought it might be interesting to talk about one of the easier and more successful…
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Pain and the Sales Process
taylorstein93 One thing we have talked about a lot in class that I have been thinking about is the issue of uncovering pain that customers have in order to better equip…
Sales and the Trust Fall
WheelerAA1 The temperature has risen to a hot 17 degrees in Grove City. The snow is coming down thick and soft. Not the wet slushy kind, or the hard snowman-building kind,…
People > $$
smileycj1 I think most people in today’s sales world would agree that you have to approach customers with a relationship vs. dollar sign orientation. Yet how many truly let this thinking…
The Sacred, Secret, Satisfying, Agenda
broughersg1 Agendas. I’ll be honest I hadn’t given them much thought. Then, Evan Addams spoke to our class and it was like a lightning bolt hit me. Of course agendas are…
The Art of Prospecting
Falco In yesterday’s class we talked a lot about prospecting, so I thought it would be quite a good idea to write about it in this post. We defined prospecting as…
Tone of the Sale
Funyak Evan Adams from no wait made some great points on Friday when he spoke to the class. Along with many others tone was one of the things Evan seemed to…
Listening Comes Before the Diagnosis
TomKocur7 I remember being back in elementary school (first grade to be exact) and having listening tests. These were actual tests given by the teacher who would give verbal instructions telling…
Setting the Agenda First
SaltsmanKS1 Many might say that setting an agenda at the beginning of a meeting is being way too pushy or way too demanding. Honestly, it is neither of these. Setting an…
Sales and the Agenda
As we talked more with Evan Addams this Friday, the one thing that stuck out to me was the point he talked about with the importance of the agenda in…