I received my first formal B2B sales training in 1977. Three weeks total at our headquarters office in New Jersey. It was a modified version of the Xerox Professional Selling Skills (Xerox PSS) program although we did not sell copiers at that time. Five years later we were. As you might guess, given the decade,
This article is a part of our Sales 101 series. On those occasions where assumptive closing techniques don’t take care of securing the order by themselves, but always used in conjunction with them, my trusty fallback has always been the order form close. It gets better. I have turned in orders with so many contingencies,
This article is a part of our Sales 101 series. When I first got started in B2B selling, I was formally trained on how to use a variety of sales closes … “either or”, “Ben Franklin”, “Columbo”, and many more. Through the years I picked up quite a few more including the “Japanese Origami Folding
