The “Art of the Pitch” – Talking Transparency
tuckercp21 In sales, the art of the pitch is the presentation of a product or service to a prospective buyer to convince them to make the purchase. Because some may view…
Fulfillment and Post-Sell: F&PS and F&BA
Fulfillment and Post-Sell: F&PS and F&BA Obtaining an internship in Financial & Business Analysis for this upcoming summer and being in the middle of the onboarding process, fulfillment and post-sell…
Upfront Contracts & The Decision-Making Process as a Non-Sales Student
For a non-sales focused college student (such as myself studying business economics), understanding topics like upfront contracts and the decision-making process can offer valuable insights relevant not only in professional…
Mattson’s Take: Pitfalls of Prediction – Overtalking and Underestimating
In “The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them” by David Mattson, the concepts of overtalking and underestimating are explored as pitfalls of prediction to avoid…
Closely Concentrating on (Christian) Clarity – Pink’s 3 P’s:
In “To Sell is Human” by Daniel Pink, he highlights the importance of clarity in sales, the third letter in the ABCs of sales. Pitching: In sales, being transparent about…
How to make a customer feel comfortable
Landon Fairchild When a customer comes in there is a good chance that they feel uncomfortable. All customers are going to be different so that means there is not one easy instant…
Basic tools for selling
Selling directly to another person seems daunting but it does not matter what it is you are selling or who you are selling it to, there are basic concepts that…
The Blockhead
The Myth of the Blockhead is something that we discussed in class. It is a commonly held idea that anyone can become a salesman and that it does not take…
How high is too high and how low is too low?
muirds21 When presenting a good or service the price that will be specified often can have an emotional effect on a client and how much they are willing to pay. I…
Talking Budget
jhartshorn Depending on the type of person, talking about money can become a weird topic. Doing little things to hint towards this discussion can help you see if they are comfortable…