Featured Alumni

"I turned my attention back to The Dohring Company and launched OpinionSurveys.com, a multimillion-member online market research panel and its vertical online business-to-business market research divisions—RestaurantSurveys.com and SatisfactionSurveys.com. Significantly, OpinionSurveys.com has rapidly become a leader in online market research in the U.S."

— Doug Dohring

Read more

February 8, 2011

Professional Sales and Sales for life

Much has been written and taught about selling, yet despite the primarily good intentions of the people who teach it, the technology of selling is riddled with misconceptions and missing information.

Traditionally, sales experts have taught that selling contains four primary elements:

  • The ability to discover important information relevant to a prospect’s interest, which is often referred to as asking “probing questions.”
  • Handling objections.
  • Closing skills.
  • The importance of intention to success.

Although that short list of fundamentals is important, it comprises only a portion of the extensive technology of selling.

Small and Large Sales

The topic of small versus large sales is a common subject of discussion amongst sales trainers.

A sale of relatively small value can be accomplished quickly, during one call or one meeting, or selling can extend over a long period of time with very few limits on the budget.

Defining a small sale versus a large one is relative and depends on the consumer and the product.

Small sales include an inexpensive item of almost any kind, for example, a $100 piece of jewelry, a slightly more expensive item such as a personal computer, or even higher priced items that can be financed on the spot, such as a new car.

Relationship Based Selling

Large sales are often referred to as relationship based selling, especially those involving significant commitments and contractual agreements that may require months and several meetings to complete.

Although distinct differences exist between a small sale and a large one, the steps of the selling cycle for both types of sales are based on similar principles, all of which are fully addressed in the Hubbard College sales training.

Tags: , ,

Rate this Article
(No Ratings Yet)

13 Responses to “Professional Sales and Sales for life”

  1. Dobyns6.... Says:

    Good blog! I really love how it is easy on my eyes and the info is well written. I’m wondering how I might be notified whenever a new post has been made. I have subscribed to your RSS feed which should do the trick! Have a great day!

  2. Thora Landh.... Says:

    Great post!Thank you.

  3. Plack.... Says:

    I’m trying to find your facebook fanpage, can you post your link?

    Admin — Here you go:

  4. Hardgr.... Says:

    I was suggested this web site via my cousin. I am not certain whether or not this post is written via him as no one else recognizes so exactly about my trouble. Incredible! Thank you!

  5. Holland American Cruises 2011 Says:

    I’ve thought about posting something about this on my site. Good job! Can I point to this post – http://sales.hubbardcollege.org/general/professional-sales-and-sales-for-life/ – in my blog?

  6. Ottawa Real Estate Says:

    I like what you guys are up to. Keep up the excellent work guys — I’ve incorporated you to my blogroll. I think it’ll improve the value of my website 🙂

  7. Kalpako... Says:

    Thank you for sharing superb information. Your web-site is so cool. I am impressed by the details that you’ve on this site. Bookmarked this website page, will come back for extra articles. You, my pal, ROCK! I found simply the information I already searched all over the place and just couldn’t come across. What a great web site.

  8. Geng23.... Says:

    I came to visit this site via Google not long ago and I wanted to say that I am really enjoying all the info being shared at this site! Many thanks!

  9. Eastwo... Says:

    Thanks so much for this wonderful, excellent and informative blog.

  10. Luet... Says:

    Hello webmaster I like your post ….

  11. Micheal Says:

    Great articles & Nice a site….

  12. Hyneman Says:

    This post is fairly educational. I love how you create that.

  13. Oldfather Says:

    This article is really educational. I like how you write.

Leave a Reply