In response to these wide-spread concerns, the Sales Careers Training Institute commissioned a study of over 14,000 sales calls to determine:
- the tactics and techniques that are proven to trigger buyers to buy quicker 78% of the time.
- the major mistakes that salespeople are making during the crucial prospecting stage of the sales process - according to more than 9,000 buyers;
- the 168 "secrets" of top sales performers broken down into easy-to-follow step-by-step strategies.
The Sales Career Training Institute teaches salespeople in a wide array of industries.
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.
Sales research shows that products, services and communication technology preferences (phone, fax, email, Web, face-to-face) may vary from industry to industry, but basic human nature - and thus effective persuasion strategies - are all fairly consistent.