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Sales Training America is a world class sales training and custom development training company specializing in sales training and sales skill development of our client's sales force. At Sales Training America we help our clients improve their sales profitability through the development of their sales management and sales efforts through SalesForce.com implementation. Sales Training America offers both public (open enrollment) sales training classes well as the development of customized sales systems and sales classes for Fortune 1000 companies across United States and Canada.

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If you are, Sales Training America can help there too. If you simply want to outsource some of your sales or sales management training or if you want to redefine yourself completely to survive mergers, acquisitions, leveraged buyouts, downsizing, or corporate restructuring we can help you.

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Sales Training Classes: A Sales Model For Freelance Salesperson

When I was selling for one of the biggest pharmaceutical companies in the world six years ago, a huge emphasis was placed on the salesperson following a strict sales model. The model was a seven step process and each sales person was ranked by competency in executing each step.

3 years ago the company I worked with offered a voluntary separation scheme. I took it and finally end up being a freelance sales person. I find it very fulfilling to work in this way but what I have learned all these years propel me to come up with a system; a model if you will, on the selling process.

I reckon my situation just like a glass. A glass has a shape and capacity, and can be used to drink any type of beverages. Rather than consider it limiting, the glass is actually freed me from having to think about how to enjoy my favorite drink. It is just a matter of perspective; derived from the same issue.

The same goes to sales model for freelance people.

Rather than considering the model as limiting, I consider it as something that freed me from having to come up with program or scheme on how I should approach a selling situation. In fact, in the fast-moving world of freelancing, those with a proven, workable system will end up winners; in term of reputation and profit.

So what is my model for selling as a freelance?

My last assignment with my last company had brought me to one specific, proven and simple model of selling. It was based on a very strong research which was done a decade earlier. The main difference between this model and countless others is it requires no closing techniques.

The reason for that is closing dissipates more energy than any other sales activities and it often bring about the biggest factor that hinders sale which is rejection. It is interesting to note that when the focus was shifted from closing activities to starting a sale, rejection rate declines significantly and salesperson energy increases.

That alone is enough to compel me to adopt such a model.

The concept behind this model is based on 'passive' flow that essentially means selling is something that happened to the salesperson rather than the prospects. The design of the process is always aimed to serve the passive flow by letting the prospects raise their hands and asked to be sold to.

It is up to salesperson to come up with the design but whatever they come up with, it must serve one purpose: Creating a passive flow system.

Source: Hisyam Ghanilink

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