Finding Key Decision Makers
Shay When in a sales process, it is vital to find the key decision maker in the process. For example, when someone enters a sales conversation with a lower manager, they…
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Discover the REAL Problem
Christian Aromando In class, Professor Sweet talked about a rule that really struck me. This rule provided insight on how to properly question a prospect and get to the real problem that…
The Invisible Presentation — Never Let the Prospect See the Presentation
Collier Kaufman Prospects often when they go into a sales conversation, are expecting that they will get to a point in the conversation where they will be specifically pitched to and will…
Money Money Money
David Criswell Today in class, we discussed the idea of asking a prospect about their budget. For some, asking a prospect about their budget for a project may come easy. But for…
Jake Burton Carpenter: Entrepreneur, Innovator, Salesman
Recently, I listened to a podcast called “How Built This” that focuses on different entrepreneurs that built successful businesses with various backgrounds. The episode that I was interested in centered…
Giving People Permission to Say No to the Money Question
Katie Rose Emmons Recently, we had a guest speaker in class who discussed what it’s like to ask the “money question” of prospective clients. In the current climate of our society, I find…
The Lone Wolf
Zach Rogers The lone wolf salesman is one that really interests me. I love the lone wolf. Although, I don’t think all buyers love the lone wolf. As Evan Addams was saying,…
The Five Salespeople You Meet in Heaven
In his talk he gave this week, Mr. Evan Addams spoke about five different types of salespeople you meet in the sales world. While none of the five are bad,…
Asking for Money
Joey Astrab In our outside version of class on Friday, Professor Sweet pulled aside Grove City lacrosse coach and alumni donor coordinator Coach Zach Jew. Coach Jew walked us through and answered…
The Challenger Salesperson
In class this week, we had Mr. Adams come back and speak with us. Mr. Adams spent some time talking about varies “types” of sales people. He did mention that…