How to Win At Salesposted by Anna Mar, May 23, 2013
You're not born with it. Sales is an art that can be learned.
Naturals do exist, if you ask new graduates to sell — some will do better than others based on abilities such as assertiveness. However, a salesperson with the right tools and training beats a natural every time.
That's good news.
It means that if you work on your skills you can eventually exceed any target that's set. You can lead your team to new heights.
The following collection of sales tools is based upon everything from military strategy to Zig Ziglar. They are designed to help you and your team to sell.
StrategyMarketing & sales are just as strategy-intensive as war or politics. It's best to know the following strategies.
|Sales Strategy||Door in the Face
Why the heck would a door-to-door sales person want a customer to slam a door in their face?
Foot in the Door
Go for a relationship first then sell, sell, sell.
The fearless strategy of asking for more at the close.
How to counter a bogey.
Make an irresistible offer ... with a catch.
20 + closing strategies that aren't for the timid.
How to overcome objections.
|Negotiation Techniques||Diplomacy (15 Techniques)
Adversarial Negotiation (18 Techniques)
Influence to Negotiate (34 Techniques)
|Business Strategy||Defense in Depth
The Army Field Manual of Military Operations
Tips, Techniques & AdviceGuides to selling and related skills such as public speaking and negotiation.
|Motivations||Why Customers Buy (58 Reasons)
|Principles||Sales Principles (50 Principles)
|Soft Skills Training||How To Win at Negotiation
How to Give Magnetic Presentations
|Tips & Advice||Selling Tips From the King of Advertising (48 Tips)
Inspiring Sales Quotes (50 Quotes)
|Sales Training||Sales Training Ideas (18 Ideas)
CareerA number of tools to help you get your next sales position including a list of skills for sales, interview questions and answers.
|Skills||A skills inventory that can be used to build your resume, training plan or performance assessments.
Sales Skills (95 Skills)
Leadership (59 Skills)
Public Speaking (89 Skills)
Presentations (22 Skills)
Time Management (34 Skills)
Interpersonal (80 Skills)
Communication (90 Skills)
Visual Communication (83 Skills)
Negotiation (103 Skills)
Management (100 Skills)
MBA (110 Skills)
Executive Leadership (111 Skills)
|Interviews||Sales professionals are expected to be able to sell themselves in an interview. These questions & answers will help you to practice before your next job interview.
Sales Interview Questions (122 Questions)
Leadership (101 questions)
Negotiation Skills (97 Questions)
Communication Skills (70 questions)
Time Management (50 questions)
Answers to Sticky Questions
Answers to Oddball Questions
Answers to Open-Ended Questions
Answers to Close-Ended Questions
Sales Management & LeadershipLeading a sales team? These resources might help.
|Metrics||Sales Metrics (177 Metrics)
Niches and segments are both ways to target markets by factors such as price, quality, location, demographics and psychographics. So what is the difference? |
A business with competitive advantage is like a star professional athlete: they're in a league of their own. They're not necessarily good at everything but they do a few things very well.|
You've worked hard to cultivate a relationship with the customer. You've helped them to understand your product inside-out. You've addressed their objections and given them compelling reasons to buy. Now it's time to get to the point — close!|
Tactics for disarming a loaded question.|