Beating around the Bush: The Case for Delaying the Question of Cost
folgerjt19 Until very recently, I thought I had a pretty polished and effective sales pitch down. In some ways, it was. It was polished, it did sound professional, it was engaging,…
All prospects lie
Craig Nyguist All prospects lie. this is the continual game of cat and mouse that the salesman plays with the customer where the sale becomes a battle of knowledge, or as they…
Productivity Tips for Salespeople
kapusinskija19 Throughout the course of Sales in the Startup, lots of the ideas we have discussed in class have centered around working with clients and putting their needs first. This is…
How to talk about Budget
Daniel Budget can be an extremely awkward conversation to bring up, that most times salespeople try to avoid. However, it is important to gather an understanding of what your customer’s price…
Finding the root pain
In sales you have to understand why your customer is interested in even talking to you in the first place. In order to do this you need to find the…
Negotiation in Sales
GustafsonNR20 I’m currently taking Prof. Butler’s Negotiation class and have seen that both his class and Prof. Sweet’s class go hand in hand. Negotiation is certainly a part of selling. In…
Wisdom of Dan Hudock
Caroline Marie Dawson Dan Hudock provided us with a useful perspective on what being a salesperson entails. Rather than continuing to focus on the customer side of the transaction, it is also important…
Value- What that Means for you and your client
Jay Wilcox III What kind of value does this product offer? Is this a valuable product. Should I expect to see long term value return from this product or service? The word value…
Lowe’s Sales – Searching the Pain and Finding Success in Community
Aliyah Shelatz Lowe’s has proven over and over again that their focus on the customer and meeting their needs and addressing their pains is key to their sales and the success of…
Mary Kay Ash
ChloeGuntrum Mary Kay Ash is one of the modern founders of sales which was done with such style and elegance. Her great legacy has made many women successful and wealthy. During…