Tuesday, January 25, 2011
San Diego Union Tribune -- If you can handle being told “no” — often repeatedly — you’re probably going to do well in sales.
The ability to make a sale is an essential part of making money, but many people choke up when they try to call a potential customer or upgrade an existing contract.
The skill is especially important for entrepreneurs trying to develop their businesses, but too many put all their energies into providing the best possible product or service — without the same attention to closing deals. They dread cold calling. They feel awkward discussing how to “manage client relationships.” They fear the word “no.”
That’s why the University of San Diego has launched an Institute for Sales and Business Development, joining a growing number of universities in providing sales education. (Full Story)