Avoiding Surprise in the Sales Process: Up-Front Contracts
David 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…
Perspectives on Sales
Tom Brady: Using Consistency to Sell Yourself
Liam Grossman Selling yourself is hard, especially when you are in a position where people already have presumptions about you. Those in sales face this every day by being ridiculed as “sleazy”…
Buoyancy
Business::Sales
No pressure selling
Perspectives on Sales
Reverse Negative Selling
Sales Tips
Salesmen
Going for the “no”
Jake Botkin The premise behind “going for the no” is that you should make it a goal to hear and to meet with a resistance and rejections, as opposed to making it…
Using exclusivity to sell
The idea of exclusivity in sales may seem counterproductive. Why would you want to have an exclusive customer segment if your desire is to make as much profit as possible?…
My Experience in Sales: Marine Layer
Luke Hassinger Over the winter break I was left with a dilemma that most college students face, the lack of money. So, in order to add some funds into my bank account…
The Importance of Asking Good Questions to Help Understand your Customer
Finding a customer problem is the first step to winning the business and the part of the sales conversation where many reps. struggle. You want to create a value-based sales…
Positive Sales
Oliver Schwarz There are many nasty stereotypes about salespeople. Unfortunately, for many people when they hear the word salesperson, they think of the annoying, overly talkative, pushy salesperson who will do whatever…
Unusual Sales Pitch
I recently read a story about a sales pitch that, using an unusual method, was a success. Hans Geisler, the founder of Japhy Surf Co. told about a time in…
Trust in Sales
Recently in an article I read, Anderson Peterson, the CEO of Signal Sciences, shared a little about the experience he had while working at The North Face while he was…
The Freemium Model and its Application in Sales
A popular business approach, particularly in technology, is freemium products. By offering freemium products, customers may be encouraged to pay for additional products later. Three companies that have adopted the…