Too often in sales we get caught up in the day to day work of research, solutions, speeds, feeds and analysis and forget some of the basic sales skills that we learned.Some of us had formal sales training classes and some were self learners going out and purchasing sales books.
Over the cold and snowy weekend, I did some surfing on the web and found a fantastic web site that brought me back to the basics. It was clear, concise and I didn't have to go searching for my books.
I've put these links in the P4PHotel Forums. Just click on your manufacturer and go to the sales forums the links will be there. Ricoh Family Group, KonicaMinolta, Kyocera, Sharp, KonicaMinolta and Canon.
- Relationship Selling
- Become a Sales Consultant
- Don't Nickel & Dime
- Top Down Selling
- Columbo
- Assume Consent
- Puppy Dog
- Take Away
Some of my favorite sales movies used some of this material "Planes, Trains and Automobiles" with Neil Page (Steve Martin) and Del Griffith (John Candy). John Candy was a rep for shower curtain rings, and he did a scene at the bus or train station where he sold all of his sample shower curtain rings as earrings! The there was "Tommy Boy" with Tommy Callahan (Chris Farley) and Richard (David Spade), Tommy had to go out and sell a million brake pads to save his fathers company.
Mind you, it was good to read all of these again, the one that I had never read or heard of before was the Columbo one, "just one more thing". All in all, it's always refreshing to get back to basics.
"Good Selling"
Art
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