John Porter came and spoke to our sales class on Wednesday, January 22.\u00a0 He currently works at UBS in wealth management.\u00a0 Porter uses sales every day, especially non-sales selling.\u00a0 He builds relationships with his customers and potential customers.\u00a0 Porter made a few key points.\u00a0 First, use your network.\u00a0 Second, you cannot sell something you do not know.\u00a0 Third, know when to shut up.\u00a0 Fourth, if you say you are going to follow up, follow up quickly.\u00a0 Fifth, go for no.\u00a0 Throughout the whole selling process, do not be fake because the customer will sniff that out.<\/p>\n
Porter used the term “friend-raising.”\u00a0 I found this so interesting because it demonstrated the value of a network.\u00a0 People buy from who they like and trust.\u00a0 Therefore, if a friend tells someone to buy something, this person will more likely do it due to the relationship he or she has with that friend.\u00a0 I would think that a network was important for getting a job or internship, but that value does not decrease once you have that job.\u00a0 A network is so beneficial to help your sales.<\/p>\n
Also, Porter talked about how it is important to stop talking once you have made the sale.\u00a0 This is not something I had thought about before.\u00a0 You can lose the sale after its made.\u00a0 This ties into going for no.\u00a0 Porter talked about how you have to know what type of no you are getting.\u00a0 Both of these points demonstrate the value of being intuitive and reading and understanding your customer or potential customer.\u00a0 He said that you have to know what you are selling, but it is also so important to know to whom you are selling to because then you are able to tailor your pitch to that person.<\/p>\n
Overall, John Porter’s discussion helped to more fully develop a view on the sales process.\u00a0 There are so many moving parts.\u00a0 It is not just about the pitch, but also understanding your customer and what he or she values.\u00a0 The end of the sale is essential to capturing the sale.\u00a0 It is all about the customer and serving his or her best interest.<\/p>\n","protected":false},"excerpt":{"rendered":"
John Porter came and spoke to our sales class on Wednesday, January 22.\u00a0 He currently works at UBS in wealth management.\u00a0 Porter uses sales every day, especially non-sales selling.\u00a0 He builds relationships with his customers and potential customers.\u00a0 Porter made a few key points.\u00a0 First, use your network.\u00a0 Second, you cannot sell something you do […]<\/p>\n","protected":false},"author":3196,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[242,256,45,368,382,166],"tags":[],"class_list":["post-11846","post","type-post","status-publish","format-standard","hentry","category-business-relationships","category-businesssales","category-non-sales-selling","category-over-selling","category-pitch","category-sales-experience"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/11846","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3196"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=11846"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/11846\/revisions"}],"predecessor-version":[{"id":11847,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/11846\/revisions\/11847"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=11846"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=11846"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=11846"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}