1) Frustrated with prospects that keep stalling and wasting their time instead of making faster buying decisions;
2) Worried constantly that they might not be able to close enough deals quickly enough to meet their monthly quotas; and
In response to these wide-spread concerns, the Sales Careers Training Institute commissioned a study of over 14,000 sales calls to determine:
1) the major mistakes that salespeople are making during the crucial prospecting stage of the sales process – according to more than 9,000 buyers;
3) the 168 “secrets” of top sales performers broken down into easy-to-follow step-by-step strategies.
Consequently, FEAR Selling was developed to train sales managers and salespeople in a variety of sales segments, including: financial services (brokerage, banking, insurance, financial planning), real estate, professional services (lawyers, accountants, doctors, advertising/marketing firms), automotive, pharmaceutical, information technology and many other product/service categories.
Although product/service nuances may exist, effective sales and marketing processes are universally applicable across the majority of product/service categories.
the best-selling author of The 7 Deadly Sins of Selling and FEAR Marketing, compiled the results of this extensive research study into best practices in FEAR Selling.
Through his work with The Sales Career Training Institute, Paul consults to Fortune 500 and emerging growth companies to help them avoid wasting money and time on sales and marketing efforts that don’t work. He was educated in the United States and Europe. He has a Bachelor of Science from The Wharton School of Business; Bachelor of Arts from the University of Pennsylvania; Master’s in Literature from Trinity College, Cambridge University in England as a British Marshall Scholar; Master’s in Public Administration from the University of Pennsylvania as a Fels Scholar; and an MBA in marketing and finance from New York University.
The complete FEAR Selling Home-Study Program is valued at USD $265.00. It has been consolidated into a 294-page E-Book in a PDF format.
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