“Selling is a Broadway play performed by a psychologist”
taylorjt23 One quote that stood out to me during Dan Huddock’s recent lecture was, “Selling is a Broadway play performed by a psychologist”. This encompasses a lot of truth about sales…
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Ken Smith’s Lecture
Ken Smith’s recent lecture to the class was focused on how strongly sales is tied to problem solving. Sales, at its core, is about identifying and solving real customer problems.…
Question Preparation and The “5 Whys”
Pink emphasizes the importance of being intentional with questions before a conversation even begins. Instead of going in unprepared to a sales situation, it is important to take time to…
Buyers Want to Hear Questions
Throughout this semester we have continually brought up how to better meet customer needs. One primary idea that has stuck out to me is how much buyers prefer questions over…
Benefits of Interrogative Self-Talk
The last couple classes have been focused around Pink’s concept of “interrogative self-talk”. In sales, rejection is unavoidable so learning how to cope and move on is a necessary skill…
Personality Types and Sales
One of the biggest stereotypes about sales is that you have to be extroverted to succeed. When most people picture how a salesperson acts the usually imagine someone who is…
Jason Burtt’s Guest Lecture
Recently, our class had the privilege of hosting Jason Burtt, a Senior Major Gifts Officer at Grove City College. His talk offered a fresh perspective on “non-sales selling” and focused…
Don’t Focus on the Pen
During coach DiDonato’s lecture, the idea of “not focusing on the pen” really stuck out to me. He simply explained how there are three parties involved in every sales interaction:…
The Significance of being Genuine
From personal experience, the best sales experiences don’t feel like sales at all. Instead, they feel like helpful interactions where the seller is genuinely interested in the buyer’s needs. Being…