The Budget Question
williamsms1 Probably one of the most daunting areas of a sale for the seller is opening the discussion of budget. Going to high can lose a client but going to low…
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A Positivity Ratio
In many situations, including sales, there is a key balance between rational positive thinking and negative or realistic perspective. This has been called the Positivity Ratio and when practiced effectively…
Dealing With Rejection
When handling a sale, dealing with rejection will quickly become a common occurrence. Knowing how to manage that rejection can change the final outcome of a situation with a customer.…
Exposing Pain (but with a remedy)
When talking with a customer or client it comes down to one key point: exposing the problem or the pain. This shouldn’t be done alone, however, because this will show…
Buoyancy in Sales
Lindsey Mason The ABC’s of Selling: attunement, buoyancy and clarity. Pink claims that we need these three things to survive the new age of sales. What I want to focus on is…
7 Keys to a Successful Sales Conversation
We have been presented with a ton of information this semester in Sales. In this list, I tried to summarize the biggest points we have learned. Here are 7 keys…
Sticker Shock Reality Check
griebcw1 Sticker shock/ reality check The idea is to deliberately shock your client with a number that you suspect may be too high for them, based on previous information revealed in…
Pinks take on the ABC’s
Pinks take on the ABC’s = Attunement Buoyancy Clarity Attunement: Attunement is the ability to bring ones actions and outlook into harmony with other people and with the context you’re…
The Budget
In selling, talking with a potential customer about the budget can be a difficult task. As a sales person, it is a true assessment of the real pain of the…
Rule #31: Always be prepared to close the sale or close the file
Thompsonle1 Rule 31 really hits home with me and actually reminds me a lot of life lessons taught in family fun movies such as “Dumb & Dumber” – when Lloyd is…