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:

General Advice

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 |

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.

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