The Science of Basic Selling Skills

Bernadette McClelland

And the basics of selling are….? It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. And I’d like to refer to them as Identity Skills.

Are “Traditional” Selling Skills Even Relevant Anymore?

Partners in Excellence

In the face of all this, for the most part we are training our sales people in the same skills I learned many decades ago, and my predecessors learned decades before that. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.).

Sales Tips: Know More, Win More

Customer Centric Selling

By Primary Intelligence , a CustomerCentric Selling® Partner. Sales Tips: When You Know More, You Win More.

Sales Tips: How to Calculate Your Win Rate

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By Primary Intelligence , a CustomerCentric Selling® Partner. Sales Tips: How to Analyze Your Win Rate.

Sales Tips: Stop Measuring Customer Satisfaction

Customer Centric Selling

Sales Tips: Stop Measuring Customer Satisfaction. By Connie Schlosberg, Primary Intelligence.

Sales Tips: What Is Sales Intelligence?

Customer Centric Selling

Sales Tips: What Is Sales Intelligence? By Connie Schlosberg, Primary Intelligence.

Sales Tips: "Quote and Hope" Proposals Don't Sell

Customer Centric Selling

Sales Tips: "Quote and Hope" Proposals Don't Sell. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Scripted versus Tailored Sales Presentations

Customer Centric Selling

Sales Tips: Scripted vs. Tailored Sales Presentations. By Connie Schlosberg, Primary Intelligence.

Sales Tips: 6 Strategies to Get Buyers to Talk to You

Customer Centric Selling

Sales Tips: 6 Strategies to Get Buyers to Talk to You. By Connie Schlosberg, Primary Intelligence.

Sales Tips: Sharing B2B CX Insights with Employees

Customer Centric Selling

Sales Tips: 6 Best Practices for Sharing B2B CX Insights with Employees. By Connie Schlosberg, Primary Intelligence.

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Sales Tips: 4 Benefits of CX Programs

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By Primary Intelligence , a CustomerCentric Selling® Partner. Sales Tips: 4 Unexpected Benefits of Customer Experience Programs.

Sales Tips: 2 Costly Mistakes Sellers Make with Pricing

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: 2 Costly Mistakes Sellers Make with Pricing.

Sales Tips: How B2B Companies Are Increasing Revenue

Customer Centric Selling

Sales Tips: How B2B Companies Are Increasing Revenue. By Connie Schlosberg, Primary Intelligence.

Sales Tips: Quarter-end Health Check

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: Quarter-end Health Check.

Sales Tips: 4 Successful Best Practices for Win Loss Programs

Customer Centric Selling

Sales Tips: 4 Successful Tactical Recommendations for Win Loss Programs. By Connie Schlosberg, Primary Intelligence.

Sales Tips: Collecting Customer Feedback through Phone Interviews

Customer Centric Selling

Sales Tips: A Better Way to Gather CX Feedback. By Connie Schlosberg, Primary Intelligence.

Sales Tips: Understand Payback Before Product

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: Understand Payback Before Product.

Sales Tips: 4 Reasons Why You Lose to "No Decision"

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. Sales Tips: 4 Reasons Why You Lose to "No Decision".

Sales Tips: 3 Tips for Communicating with B2B Customers

Customer Centric Selling

Sales Tips: 3 Tips for Communicating with B2B Customers. By Connie Schlosberg, Primary Intelligence.

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Sales Tips: Cost vs. Benefit To Do's and NOT To Do

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By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: What To Do and NOT To Do with Costs vs. Benefits.

Sales Tips: Closing Early Should be the Exception Not the Rule

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. Sales Tips: Closing Early Should Be the Exception, Not the Rule.

Sales Tips: Seller Opinions vs. Buyer Opinions

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: "Solutions" - Your Buyer's Opinion or Yours?

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Sales Tips: How to Position Your Business to Win RFPs

Customer Centric Selling

Sales Tips: How to Position Your Business to Win RFPs. By Connie Schlosberg, Primary Intelligence.

Sales Tips: How to Handle Stale Proposals

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: A Better Way to Handle Stale Proposals.

Sales Tips: Buyer Intelligence Is Direct Catalyst for Increasing Sales

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Sales Tips: Why Accurate, Actionable Buyer Intelligence Is a Direct Catalyst for Changes. By Heather McDougald, Director of Sales Operations, Primary Intelligence.

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Sales Tips: 4 Foolproof Ways to Increase Sales Productivity

Customer Centric Selling

Sales Tips: 4 Foolproof Ways to Increase Sales Productivity. By Sam Holzman, Content Marketing Specialist at ZoomInfo.

Sales Tips: How to Get More Referrals from Existing Clients

Customer Centric Selling

Sales Tips: How to Get More Sales Referrals from Existing Clients. By Ryan Sweeney, Content Strategist, WorkWise.

Sales Tips: Key Components of an Effective Sales Strategy

Customer Centric Selling

Sales Tips: Key Components of an Effective Sales Strategy. By Matt Haag, President/Owner of SimpleData.

Sales Tips: When and How to Provide Pricing

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: When and How to Provide Pricing.

Sales Tips: Best Practices for Handling Sales Proposals

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: Best Practices for Handling Sales Proposals.

Sales Tips: 4 Components Needed for Sales Process

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: 4 Components Needed for Sales Process.

Sales Tips: Are You The Wirerer or Wiree?

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: Handling RFP's You Did NOT Wire.

Sales Tips: The What and Why of Sales Process

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. Sales Tips: What IS a Sales Process and WHY Is It Important?

Sales Tips: A Deadly Approach to Initial Meetings

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: Avoid the "People Like Me" Mentality in Initial Buyer Meetings.

Sales Tips: There's No Shortcut to Sales Improvement

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. Sales Tips: There's No Shortcut to Sales Improvement.

Sales Tips: When IS a Good Time for Training?

Customer Centric Selling

By Frank Visgatis, President/COO, CustomerCentric Selling®. Sales Tips: When IS a Good Time for Training?

Sales Tips: 5 Tips for Handing Negotiations

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: 5 Tips for Handling Negotiations (and Saying NO).

Sales Tips: Surviving the Frenetic Fourth Quarter

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Tips: 5 Ways to Survive the Frenetic Fourth Quarter.

Sales Tips: 5 Habits for Being a Better Sales Professional

Customer Centric Selling

Sales Tips: 5 Habits for Being a Better Sales Professional. By Connie Schlosberg, Primary Intelligence.

Sales Tips: Introducing the Curious Buyer

Customer Centric Selling

By John Holland, Co-founder & Co-author of CustomerCentric Selling®. Sales Tips: Introducing the Curious Buyer.

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