How to Sell Like IBM

(MoneyWatch) 

Closing a sale is never easy, but when the economy goes into a ditch, it gets tougher still. Yet despite the 2009 downturn, IBM has been able to maintain momentum by expanding its sales efforts in new markets such as health care. What's Big Blue's secret? IBM has developed a focused sales process that stresses understanding what potential customers really need — then tailoring sales pitches to address those needs directly. We know, we know: Who doesn't do that? But there's a special rigor to how IBM trains its sales team and structures its pitches that makes all the difference. We'll show you how IBM does it.

• IBM's Secret to Making the Sale
• How to Create an Effective Sales Presentation
• Five Strategies for Selling During a Recession