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Articles by Steve Kilner

• Selling Software: Closing The Deal - Introduction To Face-To-Face Selling Of Software
  In B2B situations, selling software face-to-face can get complicated. Having a good sales process can improve your results and lower your stress, allowing you to perform in a more natural, powerful way. This article focuses on how to go about closing the deal after you have discovered the necessary information from the prospect.
  Published 06Nov2009, viewed 277 times

• Selling Software: The 5 P's of Persuasion
  Sales is a largely intuitive process, but using a framework can make a salesperson more successful. Of the many methods devised for selling, one of the simplest and most reliable to follow is the 5 P's of persuasion. This method is more commonly used by copywriters (and known as the 4 P's), but it is also easily adapted to personal selling. There is also a very useful fifth P that should be added to that mix (pain).
  Published 06Nov2009, viewed 619 times

• Selling Software: Introduction to face-to-face selling of software - Set up and Discovery
  Selling software face-to-face, usually in a B2B sales setting, is a complex process. Having a good sales template for the process can both improve your results and lower your stress, allowing you to perform in a more natural, powerful way. Here's a high level introduction of an effective sales process.
  Published 06Nov2009, viewed 342 times

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