Improvisation in Sales
SmithMM1 In sales you will inevitably need to improvise now and then. It may seem strange, but there are actually a few rules to great improvisation. This may sounds strange since…
Uncategorized
No seagulls in the Picture
In sales it is absolutely crucial to see things from the client’s perspective. If you are too controlling you may end up painting a seagull in your prospect’s picture. Basically,…
Getting to a Key Decision Maker
One of the most important things to do in the sales process is to make sure you get to the key decision maker. Nothing is worse than getting through a…
Closing the Sale and How to Get to No
BakerID1 Everyone who wants to do sales has to know whether to close the sale or close the file. When a person says no, what do you do? Do you go…
Three Myths About Salesmen
There are three myths about what makes a good salesman. Let’s take a look. Myth of the Blockhead This myth says that it does not take a genius to sell…
The Unasked Question
They say you never ask the unasked question when selling, but why? Here are some reasons why you should not ask the unasked question. Deflects attention and interest away from…
Emersion
schambergle1 Learning through immersion. Learning sales techniques in the classroom is something that we can all do. You can learn a lot in the classroom, all of the different concepts and…
First one to speak loses
If you talk, you lose. You may be wondering what this means or what context it belongs in, but that will all be put in perspective soon. Being in a…
connections
Introverts and extroverts. We all have different ways that we approach people and make connections. We all have different ways of doing business. There is one thing that both introverts…
Is that Tim Sweet’s voice in my head?
Having varying classes with Professor Sweet, hearing the concept of a consultive sales approach is nothing new, but this semester I have begun to wonder if his teaching has had…