Exposing Pain (but with a remedy)
williamsms1 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…
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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…
Asking the Right Questions
vaneerdenjk1 Professor Sweet has talked extensively about the importance of asking the right questions. I think living in this information-saturated world, the value of provoking questions cannot be understated. Educationally, we’ve…
Evan Adams : “Entreprenuers Create The World The Way It Ought To Be”
“Entrepreneurs create the world the way it ought to be”, a controversial statement but one you must believe to be passionate about your idea and your product. Over the past…
Event Planning Gone Wrong
sweetee1 Encounter a Problem: Sell the Idea This past semester I have been working in the Carnegie Alumni Center as a hostess for the events that they hold. This past Saturday,…