The 7 Deadly Sins of Selling FREE Executive Report
Thank you for your interest in The 7 Deadly Sins of Selling. This 47-page Executive Report has been excerpted from the recently released second edition of FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects' Deep Seated Emotional Needs by author, speaker and strategy consultant, Paul Borgese. This Executive Report normally sells for US $17.00, but for a limited time only, we are offering it to our readership absolutely FREE! Just sign up here, and you'll receive your FREE copy of The 7 Deadly Sins of Selling immediately in your in-box.
The results of The FEAR Marketing Group’s four-year research study into effective sales performance – published for the first time – reveal best practices in cold calling, positioning products/services, handling objectives and sales closing techniques. One of the main findings of the study is that the vast majority of purchases are made based on emotion rather than rational criteria. Given this, the research found that many of the strategies employed by today’s salespeople do not meet the needs of prospective buyers who are wary of the trustworthiness of most salespeople and the products and services that they are promoting. The study was conducted in conjunction with the not-for-profit, Sales Career Training Institute (http://www.SalesCareerTraining.com), which enabled the researchers to observe over 14,000 sales calls and question buyers regarding their reactions to different sales techniques. In addition to interviews, the researchers conducted a series of 27 surveys to explore how to increase success in sales. “Sales, a skill essential in business – and indeed, in life - is often oddly under-taught, if taught at all – in U.S. business schools,” says Paul Borgese, chief researcher and author of the book, FEAR Selling.
According to Borgese, “This lack of attention to sales education is reflective of the academic tendency to favor ‘measurable’ disciplines, such as finance, accounting, statistics and operations. Our research is an attempt to give the crucial discipline of selling more attention by focusing on strategies that have been proven to work.”
As with any comprehensive study, the research is ongoing, however, we have obtained rights to release certain aspects that we believe will be most helpful to our online community of sales professionals.
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