sales and selling - training and techniques

a free guide to selling methods, sales techniques, selling models, sales processes, sales training programs and sales training providers (and sales training specification template)

Selling is a wonderful profession when approached ethically, constructively and helpfully. Happily much sales development theory takes this positive direction. The origins of the word 'sell' provide a useful reminder of its purest meaning.

Selling is a wide subject, covering many selling methods, sales theories, models and sales training methods.

This sales training guide attempts to summarise the main ideas of the professional selling field. You can use this information as a self-teaching aid to develop your own sales skills, to teach others, or to help you identify and choose suitable sales training courses programs and providers for yourself, for your team or for your sales organization.

I welcome suggestions of new selling concepts and sales training methods for inclusion or reference within this guide.

sales and selling index - sales terminology, selling history, theories, methods

Introduction - and some quick tips for sales improvements Glossary of Sales and Selling Terms The Changing Face of Selling Early Selling and Sales Training Ideas AIDA and the Hierarchy of Effects The Seven Steps of the Sale ('PSS' - 'Professional Selling Skills'), including basic questioning techniques The Product Offer - FABs, USPs and UPBs (Features Advantages Benefits, Unique Selling Propositions/Points, Unique Perceived Benefits) Consultative Selling, Needs Creation Selling; and 'SPIN® Selling' Open Plan Selling/strategic selling ('lower-case' generic selling description)/Strategic Selling® (Miller Heiman registered trade name for Miller Heiman's sales training methods and products) includingtelemarketing/telephone 'script' for appointment-making, sales introductions, and identifying decision-making contact names and buying processes Collaboration, Facilitation and Partnership Selling Beyond 'Sales Training' - the modern sales role: strive to be an enabler and facilitator of good outcomes Selecting sales training and providers - and training specification selection template Selling tips - max 100 words each - contributed by visitors to this page