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.…
Exposing Pain (but with a remedy)
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…