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 willing to pay for ... Several universities now offer courses, or degrees, in selling ...
Famous quotes containing the words technique and/or selling:
“The moment a man begins to talk about technique thats proof that he is fresh out of ideas.”
—Raymond Chandler (18881959)
“The only person really soiled with trade
I ever stumbled on in old New Hampshire
Was someone who had just come back ashamed
From selling things in California.”
—Robert Frost (18741963)