Getting Down to Sales Technique and Planning

This chapter is comprehensive, with a great deal of detail relating to sales principles, such as whom to sell to, your opportunity CRM listings, closing fear, and the process of prospecting up to the cold calling. During the past two difficult years of lockdown, we all need a freshen up on selling skills and reviewing this chapter does just that.

Take it slowly with the information, and reread areas that may need further clarification.

What Are the Five Principles of Sales?

1. Customers generally buy products and services that benefit them:

The first thing you need to know is that consumers don’t buy from you because you’re a great salesperson. It behooves you to accept and receive this ...

Get Sales Excellence 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.