Run the Race
porterdm23 When people talk about sales skills, the usual suspects always come up: communication, persuasion, trust building, objection handling, etc. All true. But there’s a quieter, less glamorous skill that makes…
Sales Pitch
rebsamenjr20 From what we have seen thus far in our sales class, I can see some strategies that have created good sales pitches and some things that do not make a…
The Power of Mirroring
ljsegel When it comes to sales, mirroring is one of the most important and effective techniques that one can use to gain trust faster, build rapport, and control the overall conversation…
An A for Elise??
schlemeierej23 We’ve learned a lot about sales this semester. We learned the ABC’s of sales, we learned how to find the pain, we learned about the Sandler rules and seagulls and…
Who Holds the Power
baginskiig21 Most people think that to hold the power in sales, you have to be aggressive and loud and pushy. But in fact as we have learned throughout this semester, quite…
Pace in Sales
In sales, what you say matters — but how you say it can be just as important. One of the most overlooked tools in a salesperson’s toolkit is his speaking…
Controlling the Sales process
BlankAD21 Getting the fine line of being in control and being too powerful in a conversation especially in sales can be hard at times. Being in control is being able to…
The idea of power as a Salesperson
Do you think that you can be overpowering in a conversation? Do you think that if you increase your power in a conversation that you will get your point across?…
Remote Sales and Face-to-face Sales
As a salesperson, we engage in all types of sales in different ways. Being able to be adaptable and able to work in certain envrionments is going to be key…
Who’s in charge here??
One of the most important aspects of a successful sales process is identifying and getting in front of the real decision-maker. It’s a step too many salespeople overlook — or…