Selling skills and techniques

	Communication				skills & techniques subjects: communication prospecting qualification pre-call planning openers probes presenting closing objections referrals following up proposals general skills Links last verified 01.Oct.2000. Is there a missing link? Click here to suggest a site or page of interest to salespeople.
	Kare Anderson. Discover the four personality types. Tony Alessandra' Platinum Rule. A self-evaluation that will help you identify your dominant behavioral style and offer advice on how to be more compatible with other styles different than your own. Alan J. Zell. How customers get their impressions of individuals and businesses. Hal Slater. Precision listening: Chapter 6 of Secrets of High Ticket Selling
	Prospecting
	Paul Goldner. 10 commandments of prospecting. Jeff Slutsky (Entrepreneurial Edge). Getting past the gatekeeper. Alan J. Zell. Customers buy (by) the dozen.
	Qualification
	Jack Carroll (yours truly). Disqualify when you qualify! Felice Philip Verrecchia (Entrepreneurial Edge). How to qualify leads and prospects.
	Pre-call Planning
	Tony Alessandra. Preparing for the sales call.
	Openers
	Scott Peck. Conversation openers.
	Probes
	John Graham (Entrepreneurial Edge). How to improve sales productivity: asking questions makes the sale.
	Presenting
	Marjorie Brody (Entrepreneurial Edge). How to develop powerful presentation skills. Carew International. Setting the stage for team selling.
	Closing
	Felice Philip Verrecchia (Entrepreneurial Edge). How to close a sale.
	Objections
	Scott Peck. The hidden objections. Felice Philip Verrecchia (Entrepreneurial Edge). How to identify and overcome objections.
	Referrals

	Following Up
	Susan McGee (Entrepreneurial Edge). How to follow up on a prospect. Sales Professional. A quality customer followup program.
	Proposals
	Tom Sant. Top 10 proposal writing tips. Quikquote. Writing the winning quote. Felice Philip Verrecchia (Entrepreneurial Edge). How to write a sales proposal.
	General Skills
	Michael J. Galante. Problem solver or provider of stuff. Tony Alessandra. The sale begins when the customer says...yes. Susan Greco (Inc. Online). 5 ways to blow a sale. Paul Goldner. The three traits of all super sales professionals.