"Big company" professional sales training for individuals, start-ups, and small sales teams

Or are you an experienced professional sales person, looking for new ideas and approaches?

Whichever fits you, here you will find sales training articles, sales tutorials, and books on how to sell for people who are new to selling . . . or who never gained the benefits of the kind of selling skills training programs provided within top marketing firms.

You will find links to our most recent articles and tutorials at the bottom of this page. Or check the navigation bar at the left. (As this site is undergoing renovation, that navigation bar will be gradually filling.

Links to some of our recent articles.

As they are updated, links will be added here, before being permanently posted.

Prospecting top-down. What if you are convinced that an organization is prime for what you offer, but you can't locate the Decision Maker who has the authority, need or dollars to buy?

Overcoming core objections part 1

Overcoming core objections part 2

When and when not to begin with Purchasing Managers

Telephone sales skills-- an overview

Telephone selling skills, part 1

Telephone selling skills, part 2

Sales Demonstrations are proof sources, and should be used for that purpose.

If you encounter the Prospect's voice mail; how to use it to your sales advantage.

Common objections and how to respond to them.

Phantom_objections: what they are, and how to cope with them.

Buying signals that you may pick up from the gatekeeper or screen, what they tell you, and how to respond.

Decision influencers, who they are, and how to work with them.

Non-verbal communication in selling: Give yourself a "screen-test."

Sales techniques --- using questions as selling tools.