sclark, Author at New School Selling

All Posts by sclark

How To Avoid The Commodity Trap

How as a professional salesperson can you get the prospect to understand that what you sell is different and not a commodity? The answer to this question has more to do with how you do it rather than what you do. Selling is about style. Style is not an intellectual thing. It is an emotional […]

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Asking for Referrals

Sometimes it’s difficult to ask for referrals, whether as the sales person you don’t feel comfortable, you don’t like putting the pressure on to get referrals, maybe you haven’t worked with the person long enough to establish the relationship of being “referable”, or the customer/client may blow you off telling you “if I know of […]

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What Is The Purpose Of Prospecting?

If you ask most people in the sales business this question they will tell you something like “the purpose of prospecting is to get people to give you an appointment.” They think that their job is to try and convince people to give them an appointment. They think if they can make enough appointments and […]

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