VU Resources

Behavioral Science and Selling

In the early days of organized selling, when behavioral science was coming of age, some of the companies fielding large numbers of door-to-door sales people turned to the new science…

The “Born Salesman” Myth

Probably no myth is more pervasive than the idea that there are “born” sales people. What a crock. Granted there are some people who seem to naturally have the attributes…

A group of senior students sit in a classroom with their teacher and work on a school project.

Coaching Sales People

All the books you’ve read, all of the “rah-rah” rallies you’ve attended, all of the workshops you sat through don’t mean squat if you don’t convert the knowledge into skill.…

Macro photo of tooth wheel mechanism with MENTORING, MOTIVATING, COACHING, LEARNING and LEADING concept letters

Beyond Consultative Selling

Selling may be simple but consulting is hard — and it’s different! You’re kidding yourself if you think you can hire a “sales trainer” to teach your sales people how…

Paper airplanes flying from clouds on blue sky.Paper art style of business teamwork creative concept idea.Vector illustration

“Courting” the Customer

What’s your “pickup” line? “Hi sailor, been in town long? I’m a Libra, you must be a Capricorn.” For a business, the pickup line for buyers might include the trigger…

Business partnership concept. Two arms connected in circle stretching for handshake, orange background, panorama

Great Sales People Are Great Fishermen!

Most sales people have problems with closing because they don’t understand the Big Secret of selling. They think you close the sale by asking for the order. Wrong! You close…

Employee recruitment concept with claw picking a new team member. 3D Rendering.

Selling to a Higher Purpose

How often have you heard the sales gurus talk about the “pain and gain” issues in selling? And how to identify those sensitive targets as buying motivations and sell to…

Hiring Sales People…Getting Behind the Mask

The hardest hire you will ever make is finding and hiring a good sales person. Sales people are trained to mask their behaviors and feed a prospect what they want…

Business team hierarchy. Connections and relationships in the company. Personnel management. People connected in hierarchical system. Separation of roles and responsibilities. Career. Teamwork

Technology

In addition to the information in the Virtual University, the Agents Council for Technology (ACT) is dedicated to promoting the use of the most effective workflows and technologies within the…

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