LESSON 16Part A and B Selling
There are millions of salespeople who have never been properly trained. There are lots of courses available, and the ones who know what they’re teaching are all saying pretty much the same thing: the role of the salesperson is to find out what the customer needs or wants, and then to provide that service or product if possible.
I don’t know who developed this type of sales training or if there is even a name for it. For sake of simplicity, let’s just call it Part A and B selling. I’ve seen this on many sales calls, more than I would have ever wanted to witness firsthand, and I know I will continue to see it in the future. Part A is when the salesperson asks the obligatory questions, and Part B is when the salesperson ...
Get Hal Becker’s Ultimate Sales Book now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
