Another trip to The Office
whitemanoc19 In Pink’s book, he discusses the art of improv. This brought to mind an episode of The Office I was watching the other day, and since this class loves The…
What do Tank Treads Have to do with Sales?
gillettebt17 Have you ever looked at the caterpillar treads running on a bulldozer or a tank? Besides the enormous industrial load placed on them, what’s one of the most interesting things…
Going for No
smithJG18 Hello there! One important sales concept we have been talking about in class is going for no. In other words, give the customer permission to say no. This is helpful…
The Smartest Individual can be one who plays a Dummy
Shelton Brower I have a huge soft spot for Disney, especially for the Pirates of the Caribbean series. There are so many relatable quotes to express, most commonly spoken by the character…
A Car Salesman
A few years ago, my family decided to invest in a truck and camper. We had discussed it for a long time and finally decided the time was right. I…
Ask Dummy Questions in a Sales Conversation
Guidasmj18 Acting like a dummy is often seen as unprofessional or immature but in this context it is actually the complete opposite. In the sales profession, often times it is hard…
Using a 3rd Party Story in Sales
Are there times that you are dealing with a client and they seem to want one thing, but you are not sure you can deliver that to them? For example,…
Peter Rabbit & Sales
hondelha17 Over the Easter weekend, I watched Peter Rabbit with my family and was able to find a great example of a good salesman. I was unable to find a clip…
Breaking Bad: Gus Fring’s Strategy
Dudgeones17 In the show “Breaking Bad”, Gus Fring is a highly professional and charismatic methamphetamine distributor who also runs a successful fast food chain of fried chicken restaurants as a front…
The Importance of Pain
gishjs17 We have discussed the importance of finding the pain in a sales situation and the power it brings to your pitch. We also discussed haw features tell and benefits sell,…