The Elements of Selling

By William Marquette

"The Elements of Selling" is the quintessential guide and reference for large dollar sales. The number one sales representative for two top 25 technology companies reveals the essence of selling . He simplifies each step to its lowest common denominator, allowing for clarity. This is not a methodology, but a system for each individual to develop techniques based on their own strengths and weaknesses. These proven techniques remove all mystery from the sales process. Motivation, organization and hard work will give them the desired results.

"These techniques have served me well and served many who I have mentored and coached through the years." William C. Marquette

"A no-nonsense guide to selling large dollar products and services."

• Language: English
• Publisher: BookBaby
• Release date: May 1, 2017
• ISBN: 9781543900132

Book preview

William Marquette

The Elements of Selling

Print ISBN: 978-1-54390-012-5

eBook ISBN: 978-1-54390-013-2

© 2017. All rights reserved. No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other noncommercial uses permitted by copyright law.

This book is dedicated to my wife Elizabeth Clare. Without her, I would be without motivation.

Her insights and contributions into the writing of this book can not be measured.

Table of Contents

Introduction

Motivation

The Core Elements

Leads

Identification and Qualification

Qualified Account List

Pipeline

Disqualification

Pipeline Management

Identification

Vision Selling

Target Date

Funds

Competition

Contracting

Account Sheets

Essence of a Salesperson

Honesty

What are you selling?

Technical Positioning

Deal Death Spiral

Firing your client

Presentations and Proposals

Self Improvement

Self Evaluation

Sales Dashboard

Summation

About the author

Introduction

The basic elements of successful selling are lost in the rush to invent the latest and greatest sales methodology. One methodology does not meet all the diverse needs of a successful sales team. Attempting to conform an entire sales force into one methodology can negatively impact your bottom line; yet, sales training in the areas of motivation, account management, qualifying/disqualifying accounts, advancing the sale and personal development is vitally critical to each individual salesperson and to the collective whole. Revenue production in the form of sales is the lifeblood of most organizations.

The Elements of Selling is designed to be a reusable reference focusing on the key elements of the large, complex sales cycle. Reducing the sales process to its lowest common denominator allows a sales force to concentrate on the meaningful aspects of the sales cycle.

Monetary gains initially received with the implementation of a complicated sales methodology are unsustainable. I believe these temporary gains are produced by an increase in activity of the sales force and management. The methodology soon degenerates into a justification instead of sustained success.

Building a strong, well-paced sales machine comes from understanding the basic elements and from developing practices matching the management’s strengths. Sales methodologies are proven to strip away the individuals’ strengths and much of their time is devoted to the methodology instead of sales success.

If you understand the elements, what you build will be stronger and it will be sustainable. Perpetual success comes from drawing on the strengths and confidences in the individuals you hire, not in suppressing those strengths. Therefore, MAKE THE PROCESS YOUR OWN with these simple guidelines! It’s far easier than trying to follow a convoluted system. Successful, long term sales isn’t a hundred yard dash, it’s a marathon. Appropriate energy and motivation will lead to sustainable success.

Motivation

Modern day methodologies are designed for and are successful at selling their own methodology. A sudden burst of energy will naturally take place with the exciting roll-out of a new methodology; yet, a problem quickly occurs in the ability to maintain that energy for a long period of time. We’ve all seen it. After one or two quarters of success,