Controlling the Process and Not Fearing “No”
kingeryjj25 Another important part of buoyancy in sales is controlling the sales process. This does not mean being pushy or forceful. It means staying grounded, asking good questions, and guiding the…
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Prospecting: Going for the Appointment
One of the biggest mistakes people make in sales is trying to sell too early. Prospecting is not selling, it is just the beginning of the sales process. The goal…
Body Language In Sales
In a recent class, we had guest speaker Dan Huddock, and my biggest takeaway from his time with us was his emphasis on body language in sales. He explained that…
Empathy in Sales
When thinking about sales, empathy isn’t the typical trait associated with it. Most of the time people link sales with characteristics like extroversion, manipulation, and overbearing behavior. However, times have…
The New ABCs
In the book To Sell Is Human, author Daniel Pink redefines the traditional idea of sales. Instead of “Always Be Closing,” he introduces a new idea of ABCs: Attunement, Buoyancy,…
Never answer Unasked Questions
One of the most practical ideas I have learned in sales is the principle of never answering an unasked question. At first, this sounds simple, but the more I think…
The Advantage of Being an Ambivert in Sales
In my sales class, we recently talked about personality types and how they affect performance in selling situations. Before this discussion, I assumed that the best salespeople were naturally extroverted.…
Why Attunement Matters In Sales
One of the most interesting ideas I have learned in sales so far is the shift away from the traditional mindset of always pushing for the close. The conventional view…
The Discipline of Listening in Sales
One of the hardest parts of sales is resisting the urge to jump in too early. When someone mentions a problem or frustration, it is tempting to immediately offer a…
Better Questions is Better Sales
When I first thought about sales, I assumed it was mostly about talking. Explaining your product, convincing someone why it’s valuable, and trying to sound confident enough that they buy…