Selling is a Broadway Play
Luke Owen When Dan Hudock visited class he began his talk with the notion that “selling is like a broadway play performed by a psychologist”. The idea behind this phrase is that…
Let Rejection Help You Prospect
Sometimes it is better to get a “no” than a “yes” when you are looking for sales. How is this the case? Well, when you get a “yes” you proceed…
Buoyancy
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Perspectives on Sales
Reverse Negative Selling
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Going for the “no”
Jake Botkin The premise behind “going for the no” is that you should make it a goal to hear and to meet with a resistance and rejections, as opposed to making it…
Rule #14: A Prospect Who is Listening is No Prospect at All
Courtney Lisman Rule #14 is one of my favorite of Pink’s Rules. Rule #14 is something that every seller should keep in mind. With this rule, it means that if aren’t listening…
Buoyancy
Buoyancy is the ability to bounce back after a difficult situation. I have shown buoyancy in a small way while helping a friend sell. My friend was selling items for…
Being Positive in Sales
Katie Blendermann You might have heard the phrase, “just be positive!” in response to a tough day or something difficult you’re going through. While this may be a type of toxic positivity,…
The Importance of Maximizing your CRM
Luke Hassinger Having a functioning CRM is imperative to maintaining business relationships. A CRM or Customer Relationship Management system is a computer software that makes organizing customer information easier and efficient. Last…
Introvert Vs. Extrovert in Selling Situations
Sophia Whiteman So this topic was from a few weeks ago, but I think it is very relevant and is very interesting to me. As we all understood from class and the…
Using exclusivity to sell
Liam Grossman The idea of exclusivity in sales may seem counterproductive. Why would you want to have an exclusive customer segment if your desire is to make as much profit as possible?…
Recovering From a Failed Sales Exchange
Owen Mathias Not all sales exchanges with potential clients will go the way you want them to. Sometimes the person will realize they do not need what you are selling, sometimes you…