Clarity in Sales
Caroline Marie Dawson The concept of clarity presented by Pink is essential in the sales process. Pink defines this concept as “the capacity to help others see their situations in fresh and more…
Attunement
Non-Sales Selling
prospecting
Relationship Selling
Sales Experience
Sales Process
Sales Struggles
Salesmen
All it takes is 5 seconds
Ethan David On Friday, we had Dave Starcher, from Keystone Ridge Designs and Grove City College Alumni speak in class. He discussed a lot of his sales experience and made selling look…
Sandler Rules: Fall Back
Aliyah Shelatz In the Mattson book including the Sandler Rules, one of the rules highlights the idea of falling back. Whenever you are in a meeting with a potential prospect or an…
Be Gutsy!
Molly Gleason On Friday, April 14, we had a gust speaker in sales in the startup David Starcher . He is from the class of ‘88 GCC, and is currently working at…
Beating around the Bush: The Case for Delaying the Question of Cost
folgerjt19 Until very recently, I thought I had a pretty polished and effective sales pitch down. In some ways, it was. It was polished, it did sound professional, it was engaging,…
All prospects lie
Craig Nyguist All prospects lie. this is the continual game of cat and mouse that the salesman plays with the customer where the sale becomes a battle of knowledge, or as they…
Productivity Tips for Salespeople
kapusinskija19 Throughout the course of Sales in the Startup, lots of the ideas we have discussed in class have centered around working with clients and putting their needs first. This is…
How to talk about Budget
Daniel Budget can be an extremely awkward conversation to bring up, that most times salespeople try to avoid. However, it is important to gather an understanding of what your customer’s price…
Finding the root pain
In sales you have to understand why your customer is interested in even talking to you in the first place. In order to do this you need to find the…
Negotiation in Sales
GustafsonNR20 I’m currently taking Prof. Butler’s Negotiation class and have seen that both his class and Prof. Sweet’s class go hand in hand. Negotiation is certainly a part of selling. In…