What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level

THE FIVE SCHOOLS OF SALES

If you Google “sales training”—within 14 one-hundredths of a second you will find 31,200,000 hits. A lot has been thought up, written, published, produced, and marketed over the years about how to develop the ever-elusive readiness to buy. We would like to organize this 70-year development of thought into five basic schools: relationship selling, steps to the sale, negotiation, strategic selling, and diagnostic approaches. Today’s sales professionals can and still do utilize any one of these approaches to creating readiness—they all have validity. We feel no need to discredit any particular take on sales development, yet each one has evolved into the next in response to business conditions. We believe you’ll agree with ...