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…
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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…
Buoyancy’s Three Elements
Robby Randolph Buoyancy is how we are able to stay afloat in a ocean of rejection. As a salesperson, you need to be able to bounce back after getting rejected. There are…
Clarity in Sales
Todd Hangliter Clarity in sales is defined as, the capacity to help others see their situations in fresh and more revealing ways, and to identify problems they didn’t realize they had. Sales…