A Prospect Who is Listening is No Prospect at All
Oliver Schwarz 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…
Sales Tips
Sales Conversation: Asking the Right Questions
Jake Botkin I read this article online about asking the right questions in the sales conversation. It’s no secret that the salesperson has an objective that they want to reach when having…
The Art of Shutting Up
David If you’re telling, you ain’t selling. A vital skill for a salesperson to master is the art of being quiet and listening. While it may seem easy, it can be…
Controlling a Sales Conversation
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…
How Perspective Can Shift the Outcome of Your Sales Call
It’s easy for us to fall into ruts in our thinking. Especially when money is at stake, it can be hard to acknowledge that our way of doing things is…
Cold Calls
Perspectives on Sales
prospecting
Relationship Selling
Sales Tips
Sandler
The Sander Rules
Going for the Appointment
Good salespeople need to balance the goal to close a sale with an approach to the sales process that does not come across as pushy or manipulative. One of the…
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…
Avoiding Surprise in the Sales Process: Up-Front Contracts
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…