Upfront Contracts
Todd Hangliter When I hear the word contracts, I think of a legally binding serious agreement that usually contains or is worth a massive amount of money. In the sales process and…
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What’s the problem?
Rule #38, the problem the prospect brings you is never the real problem. This is a great rule because it highlights that not even the prospect might know their problem…
Telling Third-Party Stories
Rachel Goetz In class, Professor Sweet explained rule #45: Express your feelings through third-party stories. I cannot say I have seen or done this in a sales scenario, but I have done…
Rule #31: Close the Sale or the File?
When a customer says no, should the salesperson close the sale or close the file? The classic salesperson technique is to find out how to overcome it. The salesperson should…
Handling Bad Reviews
Spencer Simpson One of the toughest things to hear when on a sales call is “I heard your company is terrible.” Bad reviews happen even to the best businesses, and knowing how…
A Sales Mission Statement
Bailey Mantzell For another class that I’m a part of called Corporate Innovation, I’m on a team that’s been tasked with establishing a mission statement and values with a company called Provident,…
Reality Check!
David Criswell Today in sales we talked about one idea that really stuck out to me. Today professor sweet talked about the idea of deliberately shocking your prospect by saying a number…
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…
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…