Situational Awareness
Alex Chen The game we played with Dan Hudock reminded me of two customs at Officer Candidates School(OCS). We candidates, must address ourselves in third person, like “This candidate”. For example, if…
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The Benefits of Referrals
Spencer Simpson In an interesting article I read this week, Steli Efti asserts that the most valuable sales leads for any business are always right in front of you: your existing customers.…
No Does Not Always Mean No
Luke Mantzell For two classes now, we have had Evan Addams join us virtually on teams, but he has given much insight on the sales process. At the end of the last…
Binary Questions
David Criswell Today in class, we talked about how to keep the conversation going by staying away from binary questions. Binary questions are also known as closed ended questions with the answer…
Analyzing the Pain Funnel
Christian Aromando Professor Sweet has been preaching about the pain a customer experiences since the start of the semester. Discovering where a customer experiences pain and how this pain can be minimized…
Buoyancy
Elliott Stratton Salesmen are going to get turned down way more often than they are accepted. It is the unfortunate truth of sales, that there will be more no’s than yes’s. Yet…
Nathan for You, and Problem Finding
When talking about sales one thing that comes to my mind is a show called Nathan for You. This is one of the funniest shows I’ve seen, and one of…
Snake Oil: a Card Game Entirely About Sales
In early America, there were multiple cases of salesmen peddling a mystery liquid, called snake oil. They convinced innocent customers that the wonder liquid, snake oil, could cure a multitude…
Attunement and Information Symmetry
Sales should never be about deceiving customers. Ever since people started selling, sales has been characterized by the salesman tricking customers into buying things that they do not need or…
True Grit
Elizabeth Hasse There is an annoying, awful, horrible movie that should have won so many awards for how masterful it was. The remake of True Grit in 2010 is a heartstring puller…