Featured Alumni

"When I started out, I was an eccentric artist with no connections, no business savvy, and like most artists in my industry, I didn't have much affinity for the business side of fashion-just a burning desire to create an effect with my work. Then I was introduced to Hubbard Management Technology and using Hubbard PR and Marketing principles my company grew 500 percent in six years. It is now being a multimillion-dollar company."

— Craig Taylor

Read more

April 28, 2011

The Two Primary Actions of Selling

A logical step in learning the subject of selling is to define the most important term:

SELLING, the act of assisting, inducing or being responsible for a person buying a product, service, property or idea.” — Modern   Management Technology Defined

Sell: A standard dictionary definition of “sell” includes “to exchange or deliver for money or something of value.”

The definition of selling makes it clear the job of the salesperson is often to correctly answer the prospect’s questions, and assist him or her in making the purchase.

At other times the salesperson must induce (lead or move) the prospect through the steps of the selling cycle, using the prospect’s interest as the guide.

Although there are many steps to the selling cycle, including discovering interest, handling objections, and closing, “assisting” and “leading” summarize the two primary actions of selling.

And please note the statement in the first definition, “being responsible for a person buying a product, service, property or idea.”

One of the definitions of “responsible” is “able to be trusted or depended upon, reliable.” With that meaning in mind, the definition of “selling” as shown above emphasizes customer satisfaction as a critical element of selling success.

© 2011 Hubbard College of Administration. All Rights Reserved.  Quoted material by L. Ron Hubbard: © 1976 L. Ron Hubbard Library.  Grateful acknowledgment is made to L. Ron Hubbard Library for permission to reproduce a selection from the copyrighted works of L. Ron Hubbard. IA # 11042201

Tags: ,


Rate this Article
(1 votes, average: 5.00 out of 5)

8 Responses to “The Two Primary Actions of Selling”

  1. naomi.bo.... Says:

    Your article has inspired me to really rethink the way I blog. I want to thank you for your great work.

  2. Gavel60..... Says:

    Fantastic post. Keep up the good work – you’ve a new subsriber!

  3. Dominick Rabi.... Says:

    It’s the small adjustments that make the largest shift.

  4. Eans15..... Says:

    Your article “The Two Primary Actions of Selling” at Hubbard College of Administration was in my Google news feed. Nice job on the article.

  5. Tenne... Says:

    thanks, your article is very informative.

  6. Dragone2... Says:

    Thanks — Me and my neighbor were just preparing to do some research about this. We got a book from the library but I think I learned better from this post. I am very glad to see such magnificent information being shared freely.

  7. Swerdloff Says:

    This is really interesting, You’re a very skilled blogger. I have joined your feed and look forward to seeking more of your excellent post. Also, I’ve shared your web site in my social networks!

  8. promocja stron Says:

    I want your help. I like your site. Your articles are interesting. I got here by mistake and I started reading. I became interested in the topic and I am thinking it I could use your texts on my site, of course with the quotation. Please contact with me, thank you.

Leave a Reply