Featured Alumni

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.

Millions of dollars are invested annually in sales workshops, seminars, training CDs, videos, books and sales management consulting. Visit your local bookstore or library and you will discover shelves of books on sales.

Although most sales experts are personally successful at selling, the majority of them teach very similar concepts. And thousands of books have been written on selling techniques as well. It’s like having dozens of slightly altered recipes for the same chocolate chip cookie. And the two words that seem to be repeated most often are “closing” and “objections.”

Effective closing and the skill to handle any objection are certainly important, but those are only two of the steps of selling.

For many salespeople success is a hit or miss proposition; some weeks are good, others poor, and many don’t have a high degree of confidence or security in their job. It’s commonplace for an organization to have one or two successful sales reps and a revolving door for all the others.

Why? What are the missing ingredients? What’s missing in so many schools of sales training?

To begin with, it is important to identify all the elements of the selling cycle, from initial contact to the final step of the selling, delivery.

Another factor that sets sales training at the Hubbard College apart from others is an understanding of the rules that govern communication and human emotion, and their importance in the technology of selling.

Selling is based on specific principles and rules. Learn them and you will be successful!