Sales (original) (raw)
Disciplines > Sales
Selling is one of the classic and obvious domains where changing minds is a core skill, and as such is a useful domain from which everyone can learn.
Note that there is a big difference betweenone-off selling andrelationship selling, and proponents of each often criticize the other. This section recognizes both without judgment.
- Prospecting: Finding new customers.
- Qualifying: Deciding which leads to follow.
- Sequential requests: Classic sales methods.
- Objection-handling: Ways to overcome objections to the sale.
- Closing techniques: Many ways ofclosing the sale.
- The sales presentation: In front of the customer.
- Sales methodologies: overall approaches to selling.
- Sales articles: useful wisdom not covered elsewhere.
(Note: There is a total of around 170 pages in this section)