Never Let Your Prospect Know You’re Selling
huberlt24 While it may seem counterintuitive, one of the most essential skills in the sales process is being able to prevent your client from feeling like they’re being sold to. As…
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Finding a Number
At some point in every sales conversation it becomes critical to discuss a budget with the client. While this can vary depending on the sale and exact process, it’s often…
The Number Side of Sales
I found George Barr’s talk today to be one of the most interesting discussions we’ve had so far. It was a refreshingly different perspective on sales, moving beyond the single…
The Trusted Advisor
Last week when Professor Smith spoke on Friday, there were many interesting and useful things in his talk, however, the theme that stuck out to me the most was “The…
Surprising Similarities – Sales and Customer Discovery
Over the past year I’ve had the opportunity to do a surprising amount of interviews in the customer discovery process of a start up. First, in my Lean Launch Pad…
Learning Your ABCs [Part 2] – Bouyancy
In my previous installment I discussed the first letter of the new Salesman’s ABCs – Attunement, or the ability to get out of your head and into a customers, understanding…
Learning Your ABCs [Part 1] – Attunement
For years, salesmen have commonly been viewed as tenacious in the extreme, bloodhounds after the scent of the sale. Sales training for decades has taught salesmen to target the sale,…
My Experience Selling
A few years back, as a junior in high school I founded my first business, a food trailer called Cake In A Cup. At the time, sales wasn’t really something…