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Newsletters and Articles

STAR offers a selling skills newsletter - and free articles that offer tips and resources for sales professionals who want to improve their selling abilities, close more sales, negotiate more effectively, and manage their time more effectively.

Additional articles and newsletters can be found in the Sales Training Newsletter and Article Archives.

Sales Training Newsletters

• Maximizing Achievement Through Goal-Setting
  We are pleased to announce that we have added a new workshop to our sales training offerings. Maximum Achievement through Goal Setting is a high-energy, interactive workshop that helps sales professionals, sales managers, and sales support personnel to increase their sales by keeping them focused on the results that lead to business success.
• How Intelligent Are Your Sales Questions?
  Advancing the sale during a meeting with a prospective client can’t really happen without some intelligent and well-planned questions to help you learn about your customer. The best salespeople distinguish themselves through both the quantity and quality of their questions.
• Closing More Sales - A System Not a Secret
  This month’s newsletter will highlight four simple and straightforward methods used by sales professionals to close more sales.If you do a web search on Google for "secrets to closing" there are over nine million results! So, no, this newsletter is not about the three killer secrets to closing the sale. We don’t believe that there is some special magical mystery to being effective at closing more sales. The challenge (not secret) lies in having the perseverance or following through to use a system of methods that work.
• Writing RFPs That Will Win More Sales (part 2)
  Our new workshop titled Writing a Winning RFP teaches the skills and concepts on how to write a customized Request For Proposal (RFP) that will increase your likelihood of winning more business. Last month’s newsletter summarized the critical success factors for RFPs. This month’s newsletter will address the most common mistakes.
• Writing RFPs That Will Win More Sales
  Announcing a new STAR Workshop: Writing a Winning RFP. This workshop teaches the skills and concepts on how to write a customized Request for Proposal (RFP) that will increase your liklihood of winning more business.

Sales Training Articles

• A Sales Playbook
  A sales playbook is a document that describes the roles and responsibilities for the selling team. Clear objectives and targets for performance should be designed to ensure that everyone has achievable goals that will contribute toward the overall business plan and bottom line. Most importantly, the playbook includes specified actions designed to meet those goals.
• Negotiating During a Business Downturn
  Negotiation skills have always been crucial for sales professionals, but have become increasingly more essential in today’s economy and turbulent business environment. The prevailing bottom-line climate forces a constant pressure to reduce costs. Salespeople are pushed more and more by customers who squeeze suppliers for deeper concessions. Sales professionals and sales managers claim, now more than ever, that this prevailing competitive culture makes negotiation skills savvy a top priority.
• Selling on Value: The Three Principles of Value Selling
  Three principles of value selling: look at value from the customer's perspective, sell to highest decision-maker possible, and quantify your value proposition.
• Prospecting & The Power of One: The High Performing Salesperson
  Most sales managers report that the vast majority of their salespeople spend too much of their time in their comfort zone and not enough time prospecting and growing their business.
• Negotiation Skills: The Problem with Win/Win Negotiating
  Negotiation guidelines for reaching win-win agreements where both sides gain.

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