Bundled Purchases
weatherstone As I prepare myself to graduate in a couple weeks, I’m looking ahead to my housing needs once I move to Florida. There are countless purchase I will have to…
Sales Process
That Annoying Customer: The Trade Show Approach
smithza1 We have come across our painful customer once again and this week we are going to learn a tactic on how to keep calm even when your client it driving…
The Free Shipping Tactic
For this post, I want to share about a sales tactic that every reader has likely encountered: free-shipping. You may ask, “how is free shipping a sales tactic?” If you’re…
Selling to Millenials…
Guentheraf1 As more and more Millennials enter the workforce in a professional capacity, it is very likely that at some point we will engage in B2B sales with a fellow millennial.…
When is Empathy a Good Thing?
nerlichhe1 You are sitting on a plane, there is a woman beside you holding an infant. The baby is crying and squirming and bothering a lot of people. In your opinion,…
Diversification in Sales
broughersg1 Traditionally, the salesperson handles the sales process all the way from prospecting to closing and potentially even implementing. This makes logical sense. It is called the “sales cycle,” after all,…
Likability Helps a Sales Person Succeed
I think one element of sales that is very important is being likable. Realistically, I don’t think you can expect to make too many sales if you’re a person that…
Overcoming Objection
Every component of the sales funnel should constantly be re-examined to determine if there is any way by which it can be improved. From your very first customer, one of…
What’s your prospect’s birth order?
schmittbe1 Part of building that all-important relationship is understanding with whom you’re constructing that bridge. Each individual has different things that are important to them and much of it can be…
The Spirituality of Fundraising
smileycj1 I was recently introduced to a short book, perhaps better labeled as an essay or article, by Henri Nouwen about a Christian approach to selling ideas and organizations. In this…