How Salesforce.com Changed Sales
vaneerdenjk1 Salesforce.com is the #1 CRM (customer resource management system), and is used by companies across the globe. This helps salespeople to manage client relationships effectively and efficiently. Up-selling is one…
Believe in What You Sell
Spencer Strimbu After hearing some of the reports on the sales project, it has become more apparent of the importance of believing in what you sell. I experienced this first hand when…
Conquering Anxiety
alferyjp1 After reading one of the blogs presented by one of our classmates, I couldn’t help but share my thoughts about the topic of nervousness. The blog spoke volumes to me…
Finding a “Chink in the Armor”
Similar to Grace’s recent blog post about the art of storytelling, finding a “chink in the armor” is crucial when furthering connections and establishing long-lasting relationships. As a current sophomore…
Why Follow-Ups Can Make It or Break It
Every salesperson goal is to simply close a deal with the result of reaping benefits in the future. Although a lot comes into play when actually closing a deal, sometimes…
Character Traits Every Salesperson Should Possess
Throughout the course of our class, Dr. Sweet has emphasized the importance of multiple character traits a salesperson must portray in order to be effective. From the outside looking in,…
Staying Focused In a Sale
williamsms1 In the midst of a sale it can be a challenge to stay focused through the excitement. It becomes easy to get distracted and start adding your own ideas into…
The Budget Question
Probably one of the most daunting areas of a sale for the seller is opening the discussion of budget. Going to high can lose a client but going to low…
A Positivity Ratio
In many situations, including sales, there is a key balance between rational positive thinking and negative or realistic perspective. This has been called the Positivity Ratio and when practiced effectively…
Dealing With Rejection
When handling a sale, dealing with rejection will quickly become a common occurrence. Knowing how to manage that rejection can change the final outcome of a situation with a customer.…