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These free resources are provided to help you improve your selling skills. Please contact us directly if you have questions or specific needs. We've been in business for over 30 years and have a lot of resources we'll gladly share. Contact us: Sales Resources.

Strategic Sales Plan: Why Sales Fail and How Wins are Won

Strategic Sales Plan - Lists the 44 diagnostic steps in the sales process. Start by validating the steps that apply to your sales process and then analyze your wins and losses to find the patterns of steps completed or missed that caused your wins and losses. The book by the same title adds definitions and the necessary action items needed to carry out each step. Book link: Strategic Sales Plan: Why Sales Fail and How Wins are Won.

Objection Free Selling - Resources for leveraging the content of the book.

The free Objection Free Selling Skills Survey consists of 10 questions designed to determine the extent to which the ten Buyer Beliefs are established. When a Buyer Belief is missing or weak, objections occur related to that specific Buyer Belief. Each question defines the Buyer Belief and provides examples of objections caused when it's missing or weak.

Select this link to take the Objection Free Selling Skills Survey.

85 Most Common Sales Stopping Objections with missing Buyer Belief examples - Sales objections occur because a critical Buyer Belief is missing or weak. The bestselling book, Objection Free Selling was written to show how to PREVENT, PREEMPT, and RESPOND to these objections. 

Do you have a specific objection that's stopping and stalling your sales? Can't find it in the Objection Free Selling book? Contact the author directly and he'll help you discover ways you can Prevent, Preempt, and Respond to it:

Selling Skills

Sales Style Competitor Analysis: Four box sales competitor analysis form.

Differentiating Factors: 80+ ways companies that sell pure commodities quantifiably differentiate themselves in their markets.

Clues Your Account is in Trouble - 18 clues that would suggest your account is in trouble.

Persistence Pays Off - Study done many years ago by John Charnay of the National Sales Executives Association (NSEA)* illustrating how many contacts it takes to win a sale versus how many contacts are normally attempted.

* NSEA is now Sales and Marketing Executives International (

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