Serving is Key
SmithRM1 In class, we spent some time talking about the concept of serving your clients rather than ‘selling them.’ A service mindset is very unexpected in our culture, and even more…
SmithRM1
The Art of the Third Party Story
We’ve all been in this situation. Someone comes up to you and says, “So I have this friend who…”and they then proceed to tell you about some problem this supposed…
Customer Experience is Key
For Mother’s day, I decided to buy my mom some ferns (she really likes them and they are easier to take care of than flowers). There are several greenhouses and…
Sales Profiles- The Challenger Sale
It’s always interesting to have a guest speaker in class, and Evan Adams has yet to disappoint. His most recent lecture about the book “The Challenger Sale” was particularly fascinating.…
Myths of Sales
As I meet more and more salespeople, I’ve started to realized that the three myths about sales are, in fact, completely false. The Myth of the Blockhead A common opinion…
Sales: Helping People or Taking Advantage of Them?
In the minds of most people, sales has a very negative connotation. When people think of sales they think of a manipulative and dishonest used car salesman. They assume that…
Increase Your Power By Reducing It, But Not Like This.
In class, we talked at length about three elements of attunement. The first of which was “Increase your power by reducing it.” This essentially requires you, as the salesperson to…
Non-Sales Selling at the Camp Fair
Last Wednesday I attended the camp fair in the student union. I was looking for a summer internship, but I also found myself analyzing my conversations with the various representatives…
The Entrepreneur/ Salesman
Both in class and in Pink’s book, the idea of the entrepreneur/ salesman was discussed extensively. Pink said, “More of us started working for ourselves and because we were entrepreneurs,…