Selling Perspectives and Styles

This form introduces the two basic selling perspectives, or philosophies and styles that are prevalent today. First Generation – seller perspective and Next Generation – buyer perspective selling philosophy.

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The Experience-Driven Consumer Lifecycle - Multiple Selling Opportunities

This form provides an overview of the four distinct phases of today’s experience-driven “consumer lifecycle experience” and the potential “company sales (revenue) opportunity” associated with each.

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Universal Buying and Selling Process Alignment

This form outlines the key stages of the universal buying process and the universal selling process and provides a comparison of the four basic types of selling.

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Business to Business Sales (Buying) Dynamics - Commercial (Industrial) Sales

This form provides an introduction to the first type of business to business or business to government sales - consultative or “commercial sales” to “new system buyers”. This “initial sale” is typically initiated by the seller through marketing, networking and prospecting strategies, has the longest selling cycle and requires the broadest selling skills

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Business to Business Sales (Buying) Dynamics – Relationship (Reoccurring) Sales

This form provides an introduction to the second type of business to business or business to government sales - relationship or “reoccurring” sales to “established system buyers”. This “incremental” or “transition” sale can be initiated by the seller or the buyer through the delivery of the initial sale product, service or experience to the new customer. It has a shorter selling cycle and typically requires a specific set of selling skills.

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Business to Consumer Selling (Buying) Dynamics - Consumer Sales

This form provides an introduction to the first type of business to consumer or consumer to consumer sales - consumer or “closing” sales to “new product buyers”. This “initial sale” is typically initiated by the buyer in response to a need or desire and seller marketing and promotion. It has a shorter selling cycle and requires specific consumer selling strategies.

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Business to Consumer selling (Buying) Dynamics - Retail Sales

This form provides an introduction to the second type of business to consumer or consumer to consumer sales - retail or “display” selling to “commodity buyers”. This “initial sale” is typically initiated by the buyer in response to a need or desire and seller marketing and promotion.

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