Making Your Prospect “Give Up”
Oliver Schwarz When approaching the close of a sale, it is important never to ask for an order, instead, you should make your prospect “give up’. The prospect “giving up” means they…
Sales Process
Prospecting
Prospecting can be an important part of selling, but it is important to understand that when prospecting you are not going for a sale, you are going for an appointment.…
A Prospect Who is Listening is No Prospect at All
When making a sale, it is important to be searching for your prospects pain. The way to discover this pain is asking good questions, then shutting up. When you are…
Don’t Paint Seagulls in your Prospect’s Picture
When selling to a prospect it can be tempting to try to force the prospect to see things from your prospective. This is known as “painting seagulls in your prospects…
Controlling a Sales Conversation
Jake Botkin I read this article about how to control a sales conversation as the salesperson. The author, James Meincke, provides tips in controlling the conversation that would help the salesperson control…
budget
Business Relationships
Business::Sales
Customizable Sales
Financial Sales
No pressure selling
Over selling
Perspectives on Sales
Sales Experience
Sales Figures
Sales Process
Sales Struggles
Sales Tips
Salesmen
Uncategorized
The Touchy Subject in Sales………Price
Sophia Whiteman Lately I believe that in class we have had quite the emphasis on how to ask the right questions, how to phrase them to get what you want, and when…
Talk About Budget
Many salespeople are petrified of mentioning budget when trying to make a sale. Some salespeople will go through an entire sale, having not discussed budget at all. Discussing budget is…
Why Go Into Sales?
Katie Blendermann This semester, we have been talking about what sales is all about, some sales techniques, and how to be a good salesman. However, we never talked about reasons to go…
How to Gain Trust with Clients
Trust is one of the most important concepts in sales and you cannot get anywhere without it. With other relationships in our lives, trust is gained over months or years,…
Positive Sales
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…