Selling technique is the body of methods used in the profession of sales, also often called personal selling. Techniques used in selling interviews vary from the highly customer centric consultative selling to the heavily pressured "hard close".
All techniques borrow a bit from experience and mix in a bit of guesswork on the psychology of what motivates others to buy something offered to them. Mastery in the techniques of selling can offer very high incomes, while failure in it is nearly proverbial. Coverage of the latter is popularized in works such as Death of a Salesman and Glengarry Glen Ross.
Because selling faces a high level of rejection, it is often difficult for the practitioner to handle emotionally, and is usually cited as the most common reason for leaving the profession. Because of this many selling and sales training techniques involve a lot of motivational material.
Other articles related to "selling technique, selling":
... Good selling involves asking questions to elicit the prospect's needs and desires and finding the appropriate product or service that meets those needs and that the prospect is ... Several universities now offer courses, or degrees, in selling ...
Famous quotes containing the words technique and/or selling:
“The more technique you have, the less you have to worry about it. The more technique there is, the less there is.”
—Pablo Picasso (18811973)
“More than illness or death, the American journalist fears standing alone against the whim of his owners or the prejudices of his audience. Deprive William Safire of the insignia of the New York Times, and he would have a hard time selling his truths to a weekly broadsheet in suburban Duluth.”
—Lewis H. Lapham (b. 1935)