Silent But Deadly
FinneganBJ1 Being a salesman is a bit like being Batman. You aren’t really all that special of a person, in fact, there is nothing super about you that sets you aside…
March 2015
Overcoming Objection
weatherstone Every component of the sales funnel should constantly be re-examined to determine if there is any way by which it can be improved. From your very first customer, one of…
What’s your prospect’s birth order?
schmittbe1 Part of building that all-important relationship is understanding with whom you’re constructing that bridge. Each individual has different things that are important to them and much of it can be…
A “no” isn’t a NO.
Pitching – I abhor the thought of it. Thinking about getting up in front of people to pitch an idea makes my stomach turn. It’s not that I’m afraid of…
Ever heard of ‘warm calling’?
Me either… apparently, though, it’s a real thing. According to Investopedia, “warm calling refers to a sales call, visit or email that is preceded by some sort of contact with…
A Really Good Commencement Address
becky.torre Did my title reel you in? Thought so. Don’t ever accuse me of being anything less than creative. Maybe it’s the close of the semester quickly approaching, the last for…
That Annoying Customer: Listening is a Virtue
smithza1 It is going to happen to everyone if it has not already. Every one of us is going to have to deal with just a terrible customer. A customer where…
The Fateful Mistake
Jon Graber Yelling, frustration, confusion, and annoyance can all be part of selling and unfortunately, sometimes they are directed at the salesperson. This was my experience while working at a sausage sandwich…
The Spirituality of Fundraising
smileycj1 I was recently introduced to a short book, perhaps better labeled as an essay or article, by Henri Nouwen about a Christian approach to selling ideas and organizations. In this…
Where is your identity found?
“If you can’t do it right, don’t do it at all.” That’s the adage I was taught when I was younger. Now, being the black-and-white person that I am (especially…