Make the Prospect Give Up
yoderew24 Based on many sales trainings and conventional sales wisdom tells the seller that asking for the order, sealing the deal, or close hard is very important. But what if asking…
Selling to a Difficult Prospect.
riehljb21 During one of the Sales Project Conversations last week, Eleni played the part of a very difficult prospect. This character was very open about not having any personal interest in…
The Power of Uncomfortable Silence
baginskiig21 This is a trend I saw multiple times throughout our class sales conversations and it proved to work every time. Students would sit down with either the TA or Prof…
Door to Door Landscaping
trischlerba23 Some landscaping companies still go door to door to find new customers. Even though a lot of businesses advertise online now, talking to people face-to-face still works, especially when you’re…
What are your apocalypse plans?
schlemeierej23 A lot of times, when people ask me a question, I end up responding with a “well, that depends.” Oh yes. I’m one of those people. It drives a lot…
Seagulls: I just think they’re neat
“Don’t paint a seagull in your prospect’s picture” is one of the sillier-sounding Sandler rules, but it’s definitely got a validity to it. The idea of not painting a seagull…
Selling me to Travel Abroad
maysrj23 For the past few months, I have been conflicted with the idea of traveling abroad. Originally, I wanted to do a winter travel course with my friend Abbey for the…
Story Telling
BlankAD21 Have you ever been in a conversation where someone uses a third party story in order to illustrate something important to them that they want to convey to you? Have…
Sales Funnel
Through the course of Sales in the Startup, we have learned many different methods in approaching sales and I think that illuminating on the idea of the 4 step funnel…
Narratives in Sales
huisjenla24 We have talked in class about stories in sales. Narratives in general are a great way of communication, and have been throughout history. In biblical times, Jesus helped answer questions…