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Disciplines > Sales > Sales articles

Sales is a complex task and very much at the sharp end of changing minds, even when they do not particularly want to be changed. Here are some articles that did not fit elsewhere, but which have some very useful tools for you.

• A Selling Attitude: How you think = how you succeed.
• Bosworth's Ten Pains: Common problems around selling.
• Buying Process Management: Helping them to buy.
• Buying Signals: Spotting when they are ready to buy.
• Closing Tips: To help you achieve the sale.
• Customer Personalities: five different types of customer you will face.
• Customer Roles: People you may meet in the customer organization.
• Dealing with No: How to withstand the body blow of refusal.
• Elevator Pitch: Clear and concise description of what you do.
• Features and Benefits: A FAB difference.
• Getting Referrals: How to get the best leads.
• How to Tell When Customers Are Ready to Buy: A critical skill.
• Humor in Selling: For happy customers?
• Listing Benefits: How to do it properly.
• LOCATE: How to understand your customers.
• The Personal-Closure Trap: Never close yourself before the customer.
• Rationing: Limit how many they can buy.
• Sales Body Language: Using your body to sell.
• The Sales Funnel: Filtering down customers to the final close.
• Sales Funnel Metrics: Ways of assessing the health of your sales funnel.
• Sales Training: Practical ideas about sales training.
• Sales Wisdom: A collection of useful tips about selling.
• Selling Scarce Products: Selling to the minority.
• Selling to the Relaxed Buyer: Handling the buyer who doesn't have to buy.
• Selling with Questions: how to sell by asking instead of telling.
• Sustaining Commitment: Preventing backtracking.
• System Selling: Sell a system to a system.
• Three Customer Types: All of whom you may have to persuade.
• Three Rules of Appearance: Look the part. Get the sale.
• Unique Selling Proposition (USP): Know why you are special.
• Using Referrals: Making use of the best leads you can get.
• Value: Worth or benefit, not social rules.
• What Salespeople Need to Know: A useful checklist.
• What Makes a Sales Person Great?: How be great, not merely good.

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