The Elements of Selling

"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!"

William C. Marquette was a pre-sales engineer for Pansophic Systems, the first independent software vendor in the world. In his first year, he was awarded Rookie Engineer of the Year. The highlights of his sales career were in 1994 when he was the number one sales representative worldwide for Synon, the twenty-second largest software company in the world. In 1996, he was number one in sales for Sterling Software’s Data Access Division, at that time, one of the five largest software companies worldwide. He has also served in management and held various titles including V.P. of Sales. He currently serves as Adjunct Professor at Middle Tennessee State University and continues to consult in the areas of Sales and Professional Education. Please find his company Marquette Consulting at www.wcmarquette.com