Top Sales Library - a resource of all things sales

Jonathan Farrington

Getting Inside Buyer Motivation

by

All meaningful actions are performed for some reason or purpose – this is commonly called “motivation”. Success in selling requires understanding these basics of motivation: •    Your motivation – both as a person and as a salesperson •    The other person’s motivation – both as a person and as a buyer The most important fact… Read More

Has Empathy Become More Relevant in Professional Selling?

by

These are troubled times for workers – it seems that no one is guaranteed employment security anywhere any more. The creeping sense that no one’s job is safe, even as the companies they work for are thriving again, means the spread of fear, apprehension and confusion. An attitude of self-interest is, understandably, growing more common… Read More

How Long Before You Too Are “Commoditized?”

by

For the sake of this article, it is important that we all understand the term “commoditization” This from good old Wikki… “In business literature, commoditization is defined as the process by which goods that have economic value and are distinguishable in terms of attributes (uniqueness or brand) end up becoming simple commodities in the eyes… Read More

How To Construct Winning Proposals

by

A professionally prepared proposal is an essential part of the overall sales cycle – and is often the only way some members of the customer’s decision making unit (DMU) find out about you, your company and your proposed solution. If you fail to adequately represent what you have to offer, all of that time invested… Read More

How To Create An Effective Business Development Strategy

by

The Business Development Strategy is used to underpin your main Business Plan and, essentially, it sets out a standard approach for developing new opportunities – either from within existing accounts, or by proactively targeting brand new potential accounts and then working to close them. This document highlights the key issues you should consider prior to… Read More

How To Deliver A Professional Presentation

by

All professional salespeople have to be involved in a presentation at some time in their sales career – Top 5 % players present their proposals every time. Presentations allow us to: Influence a group of important people Gain consensus and commitment Find out who the real players are and the real status Set ground rules… Read More

How To Negotiate With The Four Personality Types

by

People negotiate differently – and behave differently – during the negotiation process. We can observe different styles of negotiation and how different types of behavior can affect the outcome of negotiations. In commercial negotiations, some people negotiate quickly and take risks; others take their time and try to avoid risk. Some buyers are very loyal,… Read More

How To Structure A Negotiation

by

People who are successful negotiators always have a well thought out strategy before entering into the negotiation. They are well prepared, self confident and structure the negotiation so that they remain in control of the negotiating process. The recommended structure for negotiations is: Establish the issues being negotiated Gather information Build a solution Stage 1… Read More

In Search of the “Sales Holy Grail”

by

Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply aren’t doing enough. What’s enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence decision-makers. In general, the more focused sales activity salespeople generate, the greater the number of sales opportunities… Read More

Insights

by

Forget features and benefits, today’s buyers want “insights” Jonathan Farrington and Linda Richardson discuss what that means for today’s frontline sales professionals. https://s3.amazonaws.com/TopSales/Linda_Richardson_Feb_Insights_2013.mp3