Four-Year Study of Effective Sales Techniques Reveals 7 Deadly Sins of Selling
The results of The FEAR Marketing Group’s four-year research study into effective sales performance reveal best practices in cold calling, positioning products/services, handling objections and sales closing techniques. Perhaps as important as best practices, the study discovered major mistakes that many salespeople make which lose them potentially lucrative deals. A free executive report of these findings can be found at http://www.7SellingSins.com.
(PRWEB) April 5, 2005 -- The results of The FEAR Marketing Group’s four-year
research study into effective sales performance reveal best practices in cold
calling, positioning products/services, handling objections and sales closing
techniques. Perhaps as important as best practices, the study discovered major
mistakes that many salespeople make which lose them potentially lucrative
deals.
Select results of the study are available free when you subscribe
to the FEAR Selling Newsletter at http://www.FEARSellingNewsletter.com.
One of the main
findings of the study is that the vast majority of purchases are made based on
emotion rather than rational criteria. Given this, the research found that many
of the strategies employed by today’s salespeople do not meet the needs of
prospective buyers who are wary of the trustworthiness of most salespeople and
the products and services that they are promoting.
A 47-page excerpt of
the results of this study titled The 7 Deadly Sins of Selling is available free
at http://www.7SellingSins.com.
The study was conducted in
conjunction with the not-for-profit, Sales Career Training Institute (http://www.SalesCareerTraining.com), which enabled the
researchers to observe over 14,000 sales calls and question buyers regarding
their reactions to different sales techniques. In addition to interviews, the
researchers conducted a series of 27 surveys over a three-year period to explore
how to increase success in sales.
“Sales, a skill essential in business
– and indeed, in life - is often oddly under-taught, if taught at all – in U.S.
business schools,” says Paul Borgese, chief researcher and author of the book,
FEAR Selling.
According to Borgese, “This lack of attention to sales
education is reflective of the academic tendency to favor ‘measurable’
disciplines, such as finance, accounting, statistics and operations. Our
research is an attempt to give the crucial discipline of selling more attention
by focusing on strategies that have been proven to work.”
The complete
results of the study have been published as a 294-page electronic book titled
FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your
Prospects’ Deep-Seated Emotional Needs. The book, which is available at http://www.FEARSelling.com,
includes over 168 field-tested sales techniques that have been tested across a
wide variety of industries.
About The FEAR Marketing Group
The
FEAR Marketing Group (http://www.FEARMarketing.com) is a global consulting and
training firm focused on sales strategies and online marketing techniques that
have measurable returns-on-investment.
Contact: Paul Borgese,
President, The FEAR Marketing Group at +1-201-533-9282.
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Source : http://www.prweb.com/releases/2005/4/prweb224507.htm