Exposing Pain (but with a remedy)
williamsms1 When talking with a customer or client it comes down to one key point: exposing the problem or the pain. This shouldn’t be done alone, however, because this will show…
Buoyancy in Sales
Lindsey Mason The ABC’s of Selling: attunement, buoyancy and clarity. Pink claims that we need these three things to survive the new age of sales. What I want to focus on is…
7 Keys to a Successful Sales Conversation
We have been presented with a ton of information this semester in Sales. In this list, I tried to summarize the biggest points we have learned. Here are 7 keys…
3 Forces Moving More People Into Sales
griebcw1 What is the relationship between Entrepreneurship and Sales? 3 Forces moving more people into sales: Entrepreneurship — Entrepreneurship is proliferating in the niches. Internet is HUGE in this respect This…
Sticker Shock Reality Check
Sticker shock/ reality check The idea is to deliberately shock your client with a number that you suspect may be too high for them, based on previous information revealed in…
Pinks take on the ABC’s
Pinks take on the ABC’s = Attunement Buoyancy Clarity Attunement: Attunement is the ability to bring ones actions and outlook into harmony with other people and with the context you’re…
The Budget
In selling, talking with a potential customer about the budget can be a difficult task. As a sales person, it is a true assessment of the real pain of the…
The Pitch
In class, Professor Sweet covered the art of pitching an idea. Personally this is one of my favorite parts of Entrepreneurship because there are many different ways to pitch an…
Rule #31: Always be prepared to close the sale or close the file
Thompsonle1 Rule 31 really hits home with me and actually reminds me a lot of life lessons taught in family fun movies such as “Dumb & Dumber” – when Lloyd is…
Asking the Right Questions
vaneerdenjk1 Professor Sweet has talked extensively about the importance of asking the right questions. I think living in this information-saturated world, the value of provoking questions cannot be understated. Educationally, we’ve…