The sales techniques and selling ideas here have all been effective at some stage. Many are still widely used. Think about what you are selling, the market that you're selling into, the people you meet in the selling process, and use what will help you sell better. If you are managing sales people, the best results generally come if you allow sales people to work to their strengths; in a way that is natural to them.
New sales techniques, sales training and selling methods are continually developing. This free sales training section covers sales and the selling process from its early beginnings, through to the most modern selling techniques and ideas. See for example the Sales Activator® sales training system, and Sharon Drew Morgen's Buying Facilitation® selling methods.
Sales and selling terms, and early sales and selling theories appear first in this article; the most advanced sales methods and ideas are at the end of the section. While early sales processes still contain some useful techniques and fundamentals, successful selling today relies on modern selling using collaboration, facilitation, and partnership. Tips on selecting sales training providers, sales training programs, selling courses and sales management training are in the sales training providers section.
Successful selling also requires that the product or service is of suitable quality for its target market, and that the selling company takes good care of its customers. Therefore it's helpful for the sale person (or anyone else in business for that matter) to work for a professional, good quality organization. Product development, design and production, service delivery, and the integrity of the selling company's organization are also necessary for successful selling, and typically are outside the formal control of the sales person, hence why internal selling is an increasingly important aspect of the modern sales role.
Effective sales people are interpreters and translators (and increasingly educators too) who can enable the complex systems of the buying organisation and the selling organisation to work together for the benefit of both.
Tips on how to gain selling experience and learn sales skills (for people new to selling or seeking to teach themselves sales skills for a career in selling) are at the end of this article.
Note that this webpage is a historical overview of sales training and selling theories and models, as well as a training guide.
Naturally some of the older traditional sales techniques and examples need adapting for the modern world.
Modern business and selling needs to be ethical, collaborative, compassionate, even loving, which is an important aspect of the superb (and in my view unbeatable) Buying Facilitation methodology.
That said, many of the old structures and principles of selling hold up extremely well with a little thought and adaptation - even the alternative close/leading question - which can usefully be incorporated within Buying Facilitation (again in my personal view and experience) where a prospect might benefit from seeing the issue from two or three important different perspectives.
For example: "Is it easier for you to look at these issues before or after the planning round?.." Or "Is it better for the board to be given a presentation about this, or is the proposition best circulated in advance in a paper?..."
The point is whether the question or technique is helpful and relevant to the process (for the buyer - not just you), rather than whether the technique itself is acceptable or not.
examples of how to improve your selling skills, processes and sales training
There are many ways to build your knowledge and skills in selling and business. Be selective when choosing sales training - see the tips for selecting sales training providers, sales training methods, courses and programs.
Aside from sales training courses here are some fine examples of other sales improvement concepts, and learning methods and resources.
1. See Sharon Drew Morgen's Buying Facilitation® methodology - leading edge ideas in sales and selling. Read Sharon Drew Morgen's remarkable thinking and techniques in her books 'Dirty Little Secrets' and 'Buying Facilitation'. Her ideas are very progressive compared with most other selling theories, and can transform the way you sell and dramatically increase the results you achieve. The philosophy and facilitative methods focus on selling, but transfer extremely well to all relationships and communications, for example managing, coaching - even parenting. See newsalesparadigm.com.
2. Download and read the free ebook The Game of Business by Paul Gorman - a wonderful practical guide to business success from a leading business thinker. Paul's book encompasses modern selling and extends to a complete package of entrepreneurial methods and ideas. With grateful acknowledgements to Paul Gorman.
3. Download and read another superb free ebook - Business Survival and Prosperity Guaranteed - An excellent, very helpful, practical and encouraging guide to starting up a new business, or improving an existing one - (note this is a 15MB pdf file) - with grateful acknowledgements to Paul Hurst.
4. See Ari Galper's ideas on cold calling, one of the greatest challenges for sales people and sales organizations. Ari Galper's 'Unlock The Game®' programme is a helpful and constructive selling approach for the modern age.
5. If you have a sales team or sales organization, see the Sales Activator® system for sales training and development - for developing sales teams, sales management, sales training and great selling organizations. The Sales Activator® is an innovative and effective sales training and sales coaching system, underpinned by solid sales theory, ethical principles, delivered via a highly innovative and effective learning concept.
6. Download and read the superb free ebook - Unleash the Power of Consultative Selling - an excellent free 200 page ebook (560KB pdf) by Rich Grehalva on modern selling methods - with grateful acknowledgements to Rich Grehalva.
There are many more good modern ethical sales training and development systems out there. If you've had experience of a good modern sales training programme or product, or a particularly effective selling concept please let me know.
No comments:
Post a Comment