One technique that salespeople use to bargain and eventually arrive at fair prices with potential customers is “sticker shock,” also known as “reality check.” This involves the salesperson deliberately suggesting…
In sales, one of the first things you are taught is that objections are something you must deal with every day. It is important for salespeople to be buoyant in…
I was reading this really great article on a term that had an equally great buzz to it: operational planning. This piqued my interest as the term “operational planning” struck…
Last summer I had the opportunity to intern with Here’s Howe. Howe’s is a company based in Grove City that is a candy retailer, and coffee roasting business. I was…
This semester we have been discussing many different types of sales. Something that I have been wondering about is how you decide on what type of sales person you are…
Perseverance is perhaps the most important trait in determining if a salesperson will be successful or not, and ultimately this is a trait that really determines how successful anyone will…
Over the years, one of my favorite things to do is to visit local flea markets. The one I visit most often is over in Rogers, Ohio. I have been…
After talking to some friends and acquaintances about their good and bad sales experiences I found one common denominator in their answers. Either people loved the super helpful sales-person, or…
Selling, when we are in a point of asymmetry with the prospect. We could begin to put our opinion upon the person we are trying to sell to. As in…
Daniel Pink’s ABC’s of Sales stand for Attunement, Buoyancy, and Clarity. So far in class we’ve covered Attunement and Buoyancy. Staying buoyant in sales is all about staying positive and…
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