Articles on Selling by Robert Seviour

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Does sales-training work?

For consistent profits operate a sales-process

How to deal with the domineering prospect

Beware the friendly buyer

Sales Newbies - this Is why you should explain 'benefits'

Five essentials for top closing success

Confidence leads to sales

Eight common sales mistakes

Really understanding the Pareto Principle

How to find new clients fast

A classic inventor's mistake

The safest formula for making money

Fifty dollars an hour making phone calls

The first principle of sales

How to handle 'the big shot' prospects

The 'Engineer Personality'

Definitions of 'Engineering'

How to Motivate Sales People

Sales Managers Problems - and how to deal with them

Why Good Sales Engineers are Hard to Find

A simple structure for persuasive sales presentations

Two words to discover your client's buying motives

How to do the hard things in sales

Sales forces principle

Salespeople, shut up and listen

The Sales Engineer job

Mind-reading for salespeople

(How to discover your client's buying motivations)

 

A simple business development idea'

How to Write a Sales Letter

Why Good Sales Engineers are Hard to Find

A simple structure for persuasive sales presentations

Two words to discover your client's buying motives

Does sales-training work?

For consistent profits operate a sales-process

How to deal with the domineering prospect

Beware the friendly buyer

Sales Newbies - this Is why you should explain 'benefits'

Five essentials for top closing success

Confidence leads to sales

Eight common sales mistakes

Really understanding the Pareto Principle

How to find new clients fast

A classic inventor's mistake

The safest formula for making money

Fifty dollars an hour making phone calls

The first principle of sales

How to handle 'the big shot' prospects

The 'Engineer Personality'

Definitions of 'Engineering'

How to Motivate Sales People

Sales Managers Problems - and how to deal with them

A simple business development idea

How to Write a Sales Letter

Why good sales engineers are hard to find

How to recover from a sales slump

 

Make the most of your sales territory with two simple ideas

Don't be a 'Quote Factory' - be alert to the symptoms of weak selling

A manipulative sales technique

Gold-mining - for salespeople

'Qualify' your prospect to avoid frustration and wasted effort

'To Be Honest, I Woz Just Gonna' - and other bad words

Sales training seminars - do they work?

8 steps of the sales process  (And why repeat business is best)

How to set sales appointments on the phone

12 universal principles of success

A definition of selling

It's got to be perfect

How to sell anything  (For anyone who feels that they are not a natural salesperson)

Don't miss easy sales by pre-judging

High-pressure closing technique # 1

How to close the sale

True disasters of a salesman

The importance of sales

What do customers really think about your business

How to handle complaints

How to manage a sales team for best results

It wont improve until it's got worse 

(A fundamental understanding and technique to deal with problems)

 

Books on Selling by Robert Seviour

Click on book images for details

How to Motivate Sales People manualThe Selling for Engineers manualThe How to Create Powerful Technical Sales Literature manual

 

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