In class, today, we had a sales conversation with Professor Sweet about points back on the test.\u00a0 The conversation centered around pain felt by students, and not necessarily pain felt by Professor Sweet.\u00a0 In the conversation, I attempted to focus on asking him questions to try to determine pain.\u00a0 However, I feel I did not dig deep enough.\u00a0 The pain found was only surface level, and needed to be further explored.\u00a0 Through further exploring the pain, the seller can gain a better understanding of the customer and his wants and needs.\u00a0 Through understanding, the best fit can be determined and discover further how the product\/service can be helpful (or not) to the buyer.\u00a0 Furthermore, fit was not necessarily explored in the conversation today.\u00a0 This was because we wanted there to be only one outcome, and in turn were closed off.<\/p>\n
Additionally, in this conversation, Professor Sweet would ask questions back to the seller.\u00a0 I felt I would just answer the question and then try to throw another question back.\u00a0 However, I needed to keep my response short and ask more questions for a deeper understanding.\u00a0 This would follow the 70\/30 rule.\u00a0 The 70\/30 rule encourages the seller to ask questions 30 percent of the time and listen 70 percent.\u00a0 When the seller just answers questions from the buyer straight up, the seller may give an answer that is irrelevant to the buyer, works against the seller, and\/or causes the seller to become trapped in the box.\u00a0 When this happens, the seller loses control of the sale.\u00a0 Much like today, Professor Sweet ended up controlling too much of the sale.<\/p>\n
Overall, the sales conversation went fine.\u00a0 We, the sellers, received a curve that felt adequate to us and Professor Sweet felt that he provided one that was reasonable; both parties walked away with a win-win situation.<\/p>\n","protected":false},"excerpt":{"rendered":"
In class, today, we had a sales conversation with Professor Sweet about points back on the test.\u00a0 The conversation centered around pain felt by students, and not necessarily pain felt by Professor Sweet.\u00a0 In the conversation, I attempted to focus on asking him questions to try to determine pain.\u00a0 However, I feel I did not […]<\/p>\n","protected":false},"author":3196,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[498,34,23],"tags":[],"class_list":["post-12591","post","type-post","status-publish","format-standard","hentry","category-buyer","category-pain","category-sales-process"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/12591","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=12591"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/12591\/revisions"}],"predecessor-version":[{"id":12594,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/12591\/revisions\/12594"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=12591"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=12591"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=12591"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}