The SALESPRACTICE.COM blog is for sales practitioners serious about sales and thirsty for insights into professional selling that will help them improve their own sales practice in both the short and long term.
The development of professional selling skills and refinement of their application is an ongoing pursuit for the serious professional and our intention for this sales blog is to provide sales practitioners assistance in both of those areas. With that being said, when reading the posts in this sales blog or the sales community our recommendation is that you continuously ask yourself, "How can I apply this idea to my own sales practice?" In doing so we believe you will benefit much more than had you read the post and moved your attention on to something else. After all...
Knowledge is only potential power. It becomes power only when, and if, it is organized into definite plans of action, and directed to a definite end.
- Napoleon Hill
Recent Blog Posts:
- The Demise of Relationship Selling - Recent chatter within some sales trainer/author circles suggests the demise of relationship selling is upon us or that at the very least relationship selling is no longer sufficient in today's marketplace. I can only wonder what "relationship selling" must mean to these people for those...
- Traditional Sales Training and Professional Selling - The basic components of effective selling are "self-interest" and "decisions". Lucky for us traditional sales training provides us with long standing sales practices that have been calibrated against these two (2) components and proven effective...
- The Biggest False Assumption in Sales - The majority of suggestions (ask for the sale, ask about the holdup, quantify the cost of inaction, sell the sizzle, associate prospects motivation with product/service, improve discovery and qualification, flush out the objection, confirming information, be more diligent...
- The Death of Sales 2.0 - It appears that the label "Sales 2.0" may have seen brighter days. In case you are not familiar with the term, "Sales 2.0 refers to the use of web enabled technologies (i.e., Web 2.0) in the business or activity of selling"...
- Sales 2.0 - New Paradigm or Modern Business? - Companies standing at the edge of this relatively new frontier are scrambling to understand and leverage these Internet trends and technologies in order to survive and thrive. As to be expected some companies are adapting quicker than others...
Additional Pages:
- Gary Boye - American sales strategist and educator, Gary has been a mentor to top producers in [...]
- Jeff Blackwell - Founder of the sales training community of practice (CoP) at SALESPRACTICE.COM [...]
- Sales Certification - The Certificate in Professional Sales Practice is a comprehensive program of [...]
- Sales Training UK - Sales Training resources for practising salespeople across the UK [...]
- Bespoke Sales Training - The method of choice in one-on-one coaching, mentoring and similar [...]
- Sales Training Australia - Sales practioners in Australia selling in large, complex selling environments [...]
- Sales Consulting - Sales Education Alliance™ provides flexible and customized education [...]
Popular Forum Threads:
- Sell Me This Pen - If you were interviewing for a sales job and the sales manager said, 'Sell me this pen' how would you respond? [...]
- Follow Up After Quote - Never send a quote. Arrange an appointment to deliver it in person and go over the details WITH the decision maker. [...]
- What is a People Person? - How would you describe someone considered to be a "People Person?" [...]
- Trial Close Examples - The topic for this discussion is in regards to trial closes. I would be more than happy to hear some examples from trained professional salesmen/women as yourselves. [...]
- My Appointment Calling Script - This is my Appointment calling script I use. I have never had a problem getting past the gate keeper to the decision maker using this. [...]
- Always Be Closing - One of the guys in the office who thinks he knows everything about selling keeps saying 'ABC - always be closing'. [...]
- Opening Questions - Your first objective should be to make the customer feel warm, comfortable and welcome. Greet them like you would a friend. [...]
- Professional Selling Skills - For information on the newest (PSS 5, Circa 2007) Professional Selling Skills(R) program. [...]
- My New Cold Call Script - Your first objective should be to make the customer feel warm, comfortable and welcome. Greet them like you would a friend. [...]
- The Death of the Sales Magazine - Has yet another traditional information source forever been changed via the World Wide Web? [...]
- Will fewer than 3 million salespeople be needed by 2020? - I checked into the prediction and was told, "The number goes along with Gartner Group's prediction that in 2020 85% of the interactions between companies will be completed without human intervention". [...]
- Sales 2.0 Conference - many of the promoters of Sales 2.0 (heralded as the new "future of selling") are the same people who were promoting the old "Future of Selling", which they now claim is obsolete. Fool me once, shame on you, fool me twice shame on me. [...]
- The Resurgence of Selling - It seems like you do not have to search very hard online to find "sales experts" or the like forecasting the death of selling. The reasons given for the death of selling vary but [...]
- The Death of Professional Selling - Earlier today I was presented with a link to a blog post titled, "Have We Been Witnessing The Death Of Professional Selling?". Curiosity got the best of me so I decided to take a look and was I ever surprised. [...]
- The Changing Face of Professional Selling - Do you believe the suggestion that "professional selling is changing so rapidly that the selling skills that got you where you are today will not be sufficient to keep you there" [...]
- Sales 3.0 - What is Sales 3.0? - In SPIN Selling (1988) Neil Rackham wrote, "I'm always suspicious of people who introduce new jargon terms". I'm with Neil. [...]
- Sales 6.0 - Trusted Facilitation - Major changes in manufacturing, transportation, communication and technology have a funny way of finding their way into buying behaviors which often leads to changes in sales practices. [...]