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.

Bosworth's ten pains: Common problems around selling.
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.
Features and benefits: A FAB difference.
Getting referrals: How to get the best leads.
LOCATE: How to understand your customers.
The personal-closure trap: Never close yourself before the customer.
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 with Questions: how to sell by asking instead of telling.
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.

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Sales articles

See also