Selling is a wonderful profession when approachedethically, constructively and helpfully. Happily much salesdevelopment theory takes this positive direction.Selling is a wide subject, covering many selling methods,sales theories, models and sales training methods.This sales training guide attempts to summarise the mainideas of the professional selling field. You can use thisinformation as a self-teaching aid to develop your ownsales skills, to teach others, or to help you identify andchoose suitable sales training courses programs and providers for yourself, for your team or for your salesorganization.I welcomesuggestions of new selling concepts and salestraining methodsfor inclusion or reference within thisguide.I also encourage providers of sales training courses,services, development products, etc., to add their detailsand examples of their promotional/teaching material to thefree publishing/advertising Space on Businessballs, to helpthe website's growing global audience to locate andconsider suitable and effective sales development productsand services.
section index - sales terminology,selling history, theories, methods
introduction - sales training and sellingmethods, techniques, skills
The sales techniques and selling ideas here have all been effectiveat some stage. Many are still widely used. Think about what you areselling, the market that you're selling into, the people you meet inthe selling process, and use what will help you sell better. If you aremanaging sales people, the best results generally come if you allowsales people to work to their strengths; in a way that is natural tothem.New sales techniques, sales training and selling methods arecontinually developing. This free sales training section covers salesand the selling process from its early beginnings, through to themost modern selling techniques and ideas. See for example theremarkable newSales Activator
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 earlysales processes still contain some useful techniques and fundamentals, successfulselling today relies on modern selling using collaboration, facilitation, and partnership. Tips on selecting sales training providers, sales training programs, sellingcourses 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 itstarget 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) towork for a professional, good quality organization. Product development, design and production, service delivery, and theintegrityof the selling company's organizationare also necessary for successful selling, and typically are outside the formal controlof 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 increasinglyeducators too) who can enable the complex systems of the buying organisationand the selling organisation to work together for the benefit of both.
'programme contains a lot of excellent modern ideas - especially related to cold-calling, which isalways one of the greatest challenges for sales people and salesorganizations. Have a look and see what you think. I reckon he's agood guy.2. Sharon Drew Morgen'sBuying Facilitation
methodology -leading edge ideas in sales and selling. Buy Sharon Drew Morgen'sremarkable book'Buying Facilitation'- it's available from SharonDrew Morgen's website and other good online booksellers. It willtransform the way you sell and dramatically increase the results youachieve.3. If you have a sales team or sales organisation, see theSalesActivator