The New ABCs
kingeryjj25 In the book To Sell Is Human, author Daniel Pink redefines the traditional idea of sales. Instead of “Always Be Closing,” he introduces a new idea of ABCs: Attunement, Buoyancy,…
1. Clarify Others’ Motives with Two Irrational Questions
Luke Jenkins Last week, professor Sweet gave a lecture that was a new addition for tools in the toolbox as a salesperson to help out the client’s needs. First, asking two irrational…
Core Concept #1: You Have to Learn to Fail to Win
wheelerne24 From a college student’s perspective, the concept “You Have to Learn to Fail to Win” is an extremely valuable skill to understand, especially when learning about sales. Many students, including…
Lack of clarity in personal buying experience
johncourak23 Recently my father was trying to buy a new truck because his truck was getting old and broken down. We were on a trip to long island for the weekend…
Sales example from the show- Malcom in the Middle
In season 3 of Malcom in the middle, Malcom’s goofy brother Reese gets into air purifier sales. He needs money to help pay for his car insurance, so he goes…
Self Reflection – As someone who is more Extraverted than introverted
brejwosf23 Something I have struggled with is over explaining things to others. Sometimes this is because I want them to see and appreciate the whole picture, micro details and all. I…
Jesus Using Sales Tactics
murraylg23 This weekend I was in the car with a couple of my friends, driving to our sorority retreat. During the drive, I asked one of the girls about her ICO…
Elevator Speech
Bondre24 Over Spring Break, I met with multiple contacts from my home church to speak about potential internship opportunities and business insight they had for me. One concept that I heard…
Question Preparation and The “5 Whys”
taylorjt23 Pink emphasizes the importance of being intentional with questions before a conversation even begins. Instead of going in unprepared to a sales situation, it is important to take time to…
Selling with clarity instead of confusion
freynt25 Selling with clarity means making your offer or solution easy to understand. Most people do not like dealing with confusion, so if they do not “get it”, they are not…