The Ultimate Guide to Mastering the Art of Sales
Closed deals and commissions…who wants more?
The number of excellent resources that have come out since the beginning of the 21st Century on sales advice steadily grows. Plus there are some timeless classics that are still very relevant today.
With that in mind, I think it makes sense to compile the very best in one handy location and share it.
But instead of giving you a list of links, I’ve broken the process down into seven stages, plus a General category.
That way you can go to resources that provide help in that particular stage right away.
I’d recommend if you are new to sales to systematically work through the each stage. But it’s your choice.
So, here’s your ultimate “how to” guide to mastering the art of closing the deal:
Do You Create or Control the Sale? | Allbusiness
Unlock the Game| Ari Galper
Question Based Selling | Thomas Frieze
Brian Tracy International | Brian Tracy
Stage 1: Trust
What Is Trust? | Wikipedia
Four Beliefs that Kill Trust | Management Consulting News
Is Your Sales Trust Factor Higher Than Your Competitors’? | Terrakon
Trust: The Social Virtues and The Creation of Prosperity | Francis Fukuyama
Stage 2: Find Need
Where and When to Begin Marketing | Jay Conrad Levinson
Find Your Niche in a Small Market | About.com
Proven Strategies for Increasing Profits | Brian Tracy
Stage 3: Build Value
Make Someone Happy: Your Customer | Lillian Vernon
The Human Equation: Building Profits by Putting People First | strategy + business (You must register to read this article, but registration is free.)
Stage 4: Create Desire
To Make a Sale You Must Creat Desire | Adams-Hall Publishing
Selling Dreams: How to Make Any Product Irresistable | Kip Longinotti-Buitoni and
Gian Luigi Longinotti-Buitoni
Stage 5: Overcoming Objections
Overcoming Objections in Sales Part 1 | National Federation of Independent Business
Overcoming Objections in Sales Part 2 | National Federation of Independent Business
No Doesn’t Always Mean No | Tom Hopkins
Stage 6: Closing
Closing the Sale | Tom Hopkins
24 Techniques for Closing the Sale | Brian Tracy
Zig Ziglar’s Secrets to Closing the Sale | Zig Ziglar
Stage 7: Follow Up
The Importance of Sales Follow Ups | Allbusiness
If I missed your link and sales resource let me know and I’ll take a look.