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Mastering the Science of Sales

From your experience, in what way is sales a science? - by Community Mailbox
From your experience, in what way is sales a science?
That's a great question.

My answer is that it is only a science as observed consciously by those who would have chosen to be scientists in that field of study.

I would say Neil Rackham (SPIN SELLING) would be in that category. Also, less than a handful who post here. Among some other "trainers". perhaps Morgen, Werth, and the late David Sandler. That doesn't mean that their conclusions have been necessarily correct--only that they have taken a scientific approach through a form of scientific method--deductive and inductive so to speak.

Some poeple might think that so-called "principles" of selling validate it as a science. But most principles are arbitrarily chosen.

Most people practice it as a job. A smaller segment practice it as an art. - by Gary A Boye
I think we are using the term 'science' loosely, but I've often referred to the approach taught to me by my sales mentor, Michael