Millions of dollars are invested annually in sales workshops, seminars, training CDs, videos, books and sales management consulting. Visit your local bookstore or library and you will discover shelves of books on sales.

Although most sales experts are personally successful at selling, the majority of them teach very similar concepts. And thousands of books have been written on selling techniques as well. It’s like having dozens of slightly altered recipes for the same chocolate chip cookie. And the two words that seem to be repeated most often are “closing” and “objections.”

Effective closing and the skill to handle any objection are certainly important, but those are only two of the steps of selling.

For many salespeople success is a hit or miss proposition; some weeks are good, others poor, and many don’t have a high degree of confidence or security in their job. It’s commonplace for an organization to have one or two successful sales reps and a revolving door for all the others.

Why? What are the missing ingredients? What’s missing in so many schools of sales training?

To begin with, it is important to identify all the elements of the selling cycle, from initial contact to the final step of the selling, delivery.

Another factor that sets sales training at the Hubbard College apart from others is an understanding of the rules that govern communication and human emotion, and their importance in the technology of selling.

Selling is based on specific principles and rules. Learn them and you will be successful!