The heart of effective selling – product differentiation
Spencer Strimbu Many of us have experienced trying to be sold something we simply don’t want. The salesperson tries with all his or her might to convince us of every reason we…
The “Unlucky Ones”-Millennials in sales
meakemga1 Millennials. Many of us know this word pretty well, seeing as the word itself defines our generation. As the largest generation in American history, we’ve had a front row seat…
In Today’s World, What Isn’t for Sale?
hawrankorl1 We live in a time where almost anything and everything can be bought and sold. A few decades ago, selling referred mostly referred to the buying and selling of material…
“No ‘natural’ salespeople”
Klaerenmk1 In chapter three of Daniel Pink’s book, To Sell is Human, Pink talks about the fact that in a way we are all naturally salespeople and therefore there is no…
We’re All in This Together
dormands1 In class we have been discussing how sales positions have been increasing in the last few years. We also talked about the term elasticity in class. Which means stretching employees…
From Tagalongs to app-using moms
woodcockcl1 While talking about sales experience, many women in the class attested to the experience of selling Girl Scout cookies. I found this interesting and decided to look a little bit…
The BANT approach to Sales
cheba1 Building relationships with customers is fun. Selling your item or service to those customers that you have relationships with is also fun. But time unfortunately, is a limited commodity, especially…
Making sales = Making friends
Thompsonle1 In sales, it is important to sell, obviously. But what comes before the sale? The skills necessary to be a good sales person actually have very little to do with…
The Personality of Salesmen
HueberFX1 Building a Salesman As we discussed in class everyone has an initial picture in their mind when asked to picture a sales person. This picture can range from a greasy…
Targeting Customers is Key
ThrasherMJ1 To grow your business, you need a marketing plan. The right marketing plan identifies everything from who your target customers are to how you will reach them, as well as…