Features Tell, Benefits Sell
Houstonrj23 Features tell benefits was a principle or mantra that we talked about early on in the course. I want to highlight it here because we recently heard a great example…
Going for “No”
KlieEJ21 Our guest speaker David (I do not recall his last name) came into class friday and shared a new perspective on the going for the no subject. He pointed out…
Painting Seagulls: How Salespeople Project
huisjenla24 Have you ever gone painting? Or seen a really beautiful photo? How often do you think, “Hmm, that’s missing something?” or, “This is a little much for me…” Recently in…
Dave Starcher Reflection
williamsef24 Dave Starcher spoke to our class this past Friday. He is in charge of sales nationally for Keystone Ridge Designs. Starcher works with a team of around ten to fifteen…
Reverses
yoderew24 In sales, many techniques and skills can help guide the conversation to a successful close. One technique that can effectively do this is called the “reverse”. The reverse is focused…
W.O.W Review (short)
francesallen I finally watched Wolf of Wallstreet with a group of my friends for the first time last weekend, here is what I took away from it. I never understood where…
Talking About Price.
Jonnojr Talking about money is uncomfortable. And yet, it is something that we all deal with, and is major aspect of so much of what we do in our daily lives.…
Buoyancy Pt. III – Mastering Explanatory Style: The Key to Sales Resilience
lodicosg23 Rejection is inevitable in sales, but how a salesperson explains that rejection to themselves determines whether they thrive or burn out. Daniel Pink explains explanatory style as a crucial element…
Buoyancy Pt. II – Positivity Ratios in Sales
Success in sales isn’t just about confidence — it’s about maintaining the right balance of optimism and realism. Daniel Pink highlights the concept of positivity ratios as the second key…
Buoyancy Pt. I – Harnessing the Power of Interrogative Self-Talk in Sales
Selling is a genuine act of persuasion, but before convincing others, first you have to convince yourself. Common self-motivation tactics are typically declarative statements like “I can do this” or…