The Art of Shutting Up
David If you’re telling, you ain’t selling. A vital skill for a salesperson to master is the art of being quiet and listening. While it may seem easy, it can be…
David
Putting Sales Into Practice at Junior Preview Day
This morning, myself and several other students from Sales and the Startup were able to put our selling skills to the test by helping represent the Center for Entrepreneurship and…
How Perspective Can Shift the Outcome of Your Sales Call
It’s easy for us to fall into ruts in our thinking. Especially when money is at stake, it can be hard to acknowledge that our way of doing things is…
Cold Calls
Perspectives on Sales
prospecting
Relationship Selling
Sales Tips
Sandler
The Sander Rules
Going for the Appointment
Good salespeople need to balance the goal to close a sale with an approach to the sales process that does not come across as pushy or manipulative. One of the…
Avoiding Surprise in the Sales Process: Up-Front Contracts
Surprises can be fun. As a child, you probably looked forward to your birthday with great anticipation. If you’ve ever had a birthday or Christmas present spoiled beforehand, you know…
When Sales Becomes an Annoyance
“Always be closing” is a popular slogan in sales. While some elements of the slogan may be helpful, we’ve all probably seen instances where it led to pushy salespeople just…
Why You Should Stop Personalizing Your Sales Emails
I currently have over 1,000 unopened emails. And that’s after deleting a few hundred. Chances are, you also get dozens, if not hundreds, of unwanted emails from companies urging you…
4 Tips for Successful Sales Follow-Up
Failing to close a deal with a customer can be disappointing, especially when it seems like you spent a lot of time and energy pursuing a lead. But the reality…
Reinventing the ABC’s
Since the 80’s, Always Be Closing has been a common mantra among salespeople. The idea is that the salesperson should try to maximize the number of sales they make by…
Honesty: The Root of Christian Selling
Most of us have encountered, or at least heard of, the stereotypical dishonest salesperson—the pushy, fraudulent, cheat who is more interested in manipulation than in helping their clients. When I…