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Best Actionable Sales Resources to get started?

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MakeItHappen

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Hey guys and gals,
I am looking to get a fast "crash course" in sales.

I am trying to avoid information overload.

I googled a bit about the best resources and found book lists with a lot of books that are all must reads apparently, but I am just looking to get started.

What resources would give me applyable knowledge, so that I can apply it pretty much instantly.
I guess I am trying to find the 20% that will give me 80% of the results.

Oh, btw if it makes any difference I am looking to sell b2b services for mid four-figures.

Resources I have heard about and thought about:
- Spin Selling
- Challenger Sale
- Straight Line Persuasion
- The Introvert's Edge (as I am introvert)

I don't know if any of them are good for a beginner.

If you could recommend a resource about sales 101 that can get me started that would be great.
 

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Timmy C

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@Fox YouTube video on spin spelling.

Step 2. Pick up white pages and start making calls and sell them on a service, you don't even have to have the service to sell just do it for practice.
 

JohnCee

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Mar 27, 2019
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Hey guys and gals,
I am looking to get a fast "crash course" in sales.

I am trying to avoid information overload.

I googled a bit about the best resources and found book lists with a lot of books that are all must reads apparently, but I am just looking to get started.

What resources would give me applyable knowledge, so that I can apply it pretty much instantly.
I guess I am trying to find the 20% that will give me 80% of the results.

Oh, btw if it makes any difference I am looking to sell b2b services for mid four-figures.

Resources I have heard about and thought about:
- Spin Selling
- Challenger Sale
- Straight Line Persuasion
- The Introvert's Edge (as I am introvert)

I don't know if any of them are good for a beginner.

If you could recommend a resource about sales 101 that can get me started that would be great.

Hi, MakeItHappen,

Three books come to mind:

  1. Dale Carnegie's How to Win Friends and Influence People (how to communicate/sell/make connections)
  2. Selling the Invisible by Harry Beckwith (a crash course in marketing theory)
  3. Getting to Yes by Fisher, Ury, and Patton (how to negotiate terms)
None of these are new; they're classics because they work.

In the real world (daily practice), I used the following formula successfully:

Qualify
Match
Close

Qualify (Find out exactly where your client is in the buying cycle, what they want, + how they want it: the terms)
Match (match their desires/needs with the right product--not the best one for your commission, the best product for the customer)
Close (ask for the sale, overcome objections, get a deposit/commitment)

To simplify things, your job is to establish trust and provide value.

After decades in sales, I can tell you why most salespeople fail (two things):

  • they don't ask,
  • and they don't listen.
A customer will tell you anything/everything you need to know to close the sale and build a relationship.

Ask.
Listen.

Too many salespeople focus only on themselves (what they stand to gain from a deal).
You can save yourself years of trial and error by asking and listening.

O.K. I'll jump off my soapbox.

Good luck.

Cheers to your new venture.

J





 

MakeItHappen

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Thank you guys!

Step 2. Pick up white pages and start making calls and sell them on a service, you don't even have to have the service to sell just do it for practice.
I will be honest, the tought of doing this makes me feel uncomfortable. But I can see how this can be the fastest way to get some real life expierence to improve your skill set.
 

Andy Black

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