Helping people and businesses sell better
 

Every once in a while another new book on selling appears that claims to have the secret to sales success. Many of these books promote themselves as being the very latest, revolutionary approach to selling. According to their authors and publicists, these sales methods will change the organisation's performance and miraculously improve sales and profits. Just as importantly, these sales methods will bring untold riches, success, glory and honour to those salespeople who embrace them. Depending on the extent of publicity the authors are able to garner and the traffic they generate for their web sites, these "miraculous solutions" become popular and the de rigueur of the day.

We at Barrett question whether these sales methods are really as new as they say they are? We also question whether these sales methods really do represent a revolution in selling and whether they actually work?

What we found we have published in our white paper: The History of Sales Methodologies - why some work and others don't (you can obtain your copy of the whitepaper – at no charge – from our publishing site Sales Essentials Shop). Whilst many different sales methodologies have been introduced and usually sold as sales training packages, most are simply repacked versions of sales methods developed decades ago. The only real revolution in sales methodology (that we could identify) took place in 1968. For a quick overview of the different sales methodologies over the last 200 years you can view the table below which outlines the different types of Selling Methods, when they came into being, their philosophies, who developed them and the key characteristics of the salesperson using those methods.

The History of Sales Methodologies

 

 

FacebookTwitterGoogle BookmarksRedditLinkedIn
  • Barrett Sales Blog
  • Barrett Videos
  • Testimonials - Clients
Go to the Sales Blog to see more articles.
Subscribe to receive free weekly tips and advice
Read More
Wayne Besant, former Head Small to Medium Business (NZ)
Barrett has provided sales training and coaching around the Earning What You Are Worth program to some 85 frontline Managers with Small to Medium Business (SMB) in New Zealand.  The program has assisted our business develop a sales call program which has effectively lifted our business performnce around new customer growth.  Sue's style and personal commitment to our business has made a very positive impact on our business and greatly enhanced the skills of our Relationship management team. The program has effectively been around change management.  A direct focus on call reluctance, call programs, prospecting, seeking referrals are all necessary components for any business that has a sales culture.  Sue has directly influenced this development within SMB.  I would recommend Earning What You Are Worth to any business wanting to develop a sustainable sales culture within their salesforce
Read More