Empathy is important
hendersonam1 Empathy is normally not a skill you think of when you think of sales. Normally people think of terms like outgoing, cold-calling, pushy, etc.. Empathy is actually a very important…
Why Cold Calling for a Company No One has Heard of is the Worst
hammerschmittlr1 In starting and running my own advertising company, I had to do a lot of selling. This took on many forms, from face to face, direct selling to over-the-phone cold…
Features or Benefits?
Guentheraf1 Watch the movie above if you want a good laugh! The movie Tommy Boy is ripe with all kinds of sales hilarity. This scene is completely absurd, yet I have…
Extroverts or Introverts?
Are you and extrovert or introvert? A common misconception is extroverts are the best at sales. Well as we learned in class and in our readings it is actually a…
Mimicry
ericstratton Mimicry is a subtle art in both practice and observation, and it all revolves around body language and conversation. You don’t want to literally mimic them because unless they are…
Volunselling: Pine Illustrations
Jordan Jensen As many of you know, last weekend was Startup Weekend Education in Pittsburgh. A number of us learned some valuable lessons in sales over the course of the weekend, as…
Don’t be Casper Milktoast
Dewrant I have always been a pretty empathetic person, possibly too empathetic. After working at Enterprise Rent-A-Car, I have had to change somewhat when working with customers. I often hear things…
How to Land a Dream Job
smileycj1 As a senior quickly approaching graduation, the job hunt is nearly constantly on my mind. Going through the materials for this class has made me realize how much the application…
Cultivating Leads and Building a Rapport
SaltsmanKS1 Have you ever met a salesperson that really wows you? Someone who not only has the answers to the questions that you have, but also someone that you feel you…
Buying from a poor salesman
Cliff Hovis In the last month, I made a purchase that was almost difficult to make. I went to the store with the full intentions of buying the item. I had the…