Sales Training

This page is a database of articles and downloadable white papers on many different aspects of sales training. You can search for any particular topic (e.g. "cold-calling") by typing it into the search box above the list of contents to the right. If you use the productivity tools in Connect (Calendar, Contacts, Workshop, Dashboard) you can use your dashboard results to see which areas of selling you have the most weak spots and then come to this page to find training resources to help you improve.

More Tips For A Successful Sales Campaign

Selling - intangibles presents a particular problem to the salesperson, because the nature of the product means that it is unseen.

Tangibility - being able to see exactly what you are buying - is part of the preference make up of most of the population (typically, studies estimate that 75% of the population have preferences for touch and feel).

Also, the sales presentation you offer will, by definition, be something that may require the cooperation of the prospect’s imagination.

Everyone - all types, possess the ability to imagine what your product or service might look like after they have bought it. The problem is that the prospect may imagine your offering in a negative way, seeing potential flaws or consequences, and imagining reasons for not buying.

There may therefore be a natural reticence to buy from you, because the product you are offering can’t be seen, and how it is imagined by the prospect may be somewhat negative.

We have been selling intangibles since the early 1990s and, after an initial learning process, achieved a high conversion rate of prospective sales. The main lessons we learned were:

The ‘delivery’ expert (in our case, the consultant) has to do the main selling activity.

The first task in the sales process is to establish some rapport with the potential client. Finding prospects using networking gives a head start in this respect, as you will have been introduced by someone you both know.

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Sales Training