Improv In Sales.
Nicholas Heltzel As talked about in class recently, improvisation, or “improv” for short, is an important skill for sales professionals to master. In a sales conversation, there are often unexpected turns and…
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Being Gutsy.
In the class discussion, a very important motto was given that stuck with me. “All you have to do is be gutsy for 5 seconds.” This lingered in my mind…
Going For No
In sales, the objective is often to close the deal and get a “yes” from the customer. However, there is a growing movement in sales called “Go for No” that…
Owning the Decision-making process in Sales
Daniel Many people follow the misconception that in the sales process the buyer is the one who guides and leads the decision process. However, that is wrong ultimately it is the…
The million dollar sales call
mallkr21 What is appropriate to say to a customer who is being difficult? Dwight certainly hasn’t figured that out. In this clip from the office, Michael is trying to teach Dwight…
Yes is Not Always the Best Answer
GustafsonNR20 In sales, it is assumed that we always want to get to yes. To an extent, that is true but there is a problem. Sometimes, simply getting to yes does…
Buyers Remorse
Craig Nyguist Something that Prof. Sweet brought up in our last class is buyers remorse. I’ve always thought that buyers remorse what purely on the buyer. This however is not the case,…
The Salesman
Molly Gleason Throughout Sales in the Startup and the different guest speakers that we have had, I have been able to even further and better my understanding the characteristics that a salesperson…
Sell the Simple
Both times that Evan Addams came to speak in class, he talked about this concept of “selling the Simple.” Often when someone is selling a product, they want to share…
How about budget?
hollenbaughdb19 When it comes to sales conversations, opening budget questions are crucial for understanding the client’s financial capabilities and expectations. These questions not only help in identifying the budget but also…