3 Counterproductive Questions in Cold Calling
EdDoyle We are all taught that questions are important: the 70/30 rule and the idea of asking open ended questions, but there are definitely some questions you just never need to…
2019
Can you use sales techniques in an everyday conversation?
ethanraynaud1 I’ve learned so much about selling over the course of this class, and one of the biggest parts about that has been asking questions and digging for information. I can…
Scammers
Lindsey Cummings As a disclaimer, I do not endorse scamming. This is just a blog post taking a look at how scammers could improve by doing only a few simple things. Just…
“The Most Important Trait of a Sales Rep”
ODayBJ1 Around three months ago, our sales class was graced with the presence of Grove City football coach, Andrew DiDonato. It was quickly evident that coach Andrew possessed a high level…
Types of Closes
otoolegm1 All semester, we’ve dealt with figuring out different ways to close a sale, or at least moving the process in that general direction, without straight up asking the customer “would…
The Pain Funnel
Boohertw1 I think one of the major takeaways from class if understanding the pain funnel and taking that knowledge to meet the customers needs. To do that and really find about…
The Importance of Improv
ShanshalaRL1 We recently learned about how improvising is very important in a sales conversation. Improvisation has grown in popularity. Salesmen used to rely on heavy training and memorization for sales conversations.…
Is this Really the “ultimate response” to a Customer?
Montgomerypa17 The expression “I want to think about it” or “I’ll get back to you” is a commonly used expression by customers who don’t want to buy a product. We all…
Writing Your Sales Script
Recently in class, we discussed being able to rehearse baseline questions for your target audience, and be able to think quickly enough to modify those questions on the fly based…
Making Sales in a Startup
MeyerRC1 Hearing from Evan Addams on what it was like to work as a sales rep for the startup No Wait got me thinking about the challenges and differences of sales…