How to ask the question Why?
Adam Lowe “Why?” may be the most common interrogative in modern speech. From the day they learn to speak, children are asking “why?” In the hands of a wary sales person, asking…
The Reverse Psychology of a Negative Reverse
Often in sales, people are sure never to speak in a way that could possibly dissuade a potential customer from making a purchase. They try to paint the most attractive…
Down but Not Out
Sales people face rejection and perhaps more than any other worker in a business. The very nature of their job requires that they approach people in hopes of convincing them…
Taking No For An Answer
Yoheytj1 Growing up I was always told, “never take no for an answer.” It seemed like wonderful, plucky, tenacious advise… and it was. But in a sales environment you only have…
How Vegetables and Personal Discovery Both Relate to Sales
I have a story. When I was very young my mother always told me to eat my vegetables, that they were supposedly good for me. I usually fed them to…
Never Use the Hard Sell
We all know about the famous Jehovah’s Witness door to door evangelism. With their prerecorded responses and famous ready to go selling points, but there’s a problem. Nobody likes it…
Let’s Play Pretend
Let’s play pretend for a moment. Say for the sake of the conversation that you are speaking with a potential client and she is being vague, but is still trying…
Car Salesmen
Christina Vilbert Over Easter break, I visited many various car dealerships looking for a small, affordable car to drive this summer. During this search process, I had the opportunity to witness many…
What I Learned
porterjj1 Last post of the year – wanted to take a minute and reflect on what I really am going to take away from this class. Sales is nothing like I…
Pink: Serving
schultzdg1 In Pink’s final chapter about serving as a salesperson, he talks about how the best mindset to have in a sales position is to better the situation of others. This…