You’ll find
here in Selling Face to Face.com free sales training articles and tutorials, checklists and sales tips, as
well as links to our sales training books.

The free sales training
articles and tutorials here in Selling Face To Face.com  are adapted from the courses and workshops I
developed on contract for the “sales universities” of world-class marketing
companies such as Xerox in the United States and abroad, Kodak, Motorola,
Sylvania, Bank of America, and others . . .  as filtered through my own
experience in marketing consulting services.

The aim is to provide practical sales
training across the spectrum from beginners (starting up new businesses, or
making career changes) to experienced sales people looking for fresh approaches,
or hoping to gain the kind of professional selling skills they would have
developed as attendees in big company sales training
programs.

In the
free sales training articles here, and in the related books, we cover topics
including,

• Finding and getting through to sales
  prospects
• Telephone etiquette in getting past
  screens
• Sales cold calling: when, when not, and
  how
• Consultative selling— selling by asking smart
  questions
• Helping sales prospects become
  more aware of the value of filling needs
• Ways of closing
  sales
• Handling objections, questions, and
  hesitations.
• The how-to of Sales presentations and
  demonstrations