6 audiobooks – one complete sales methodology

What really determines whether you win or lose the sale?

BEST IN SALES is based on more than 35 years of experience in sales training, consulting and the development of practical sales methods through the Norwegian School of Sales.

The series is built around one fundamental principle: Successful selling is not about giving the customer as much information as possible. It is about understanding how customers make decisions, recognizing the signals they give you, asking the right questions at the right time – and knowing how to steer the sales conversation towards a decision.

The six audiobooks take you step by step through this process.

From Buying Psychology to the Final Order

Audiobook 1 – Buying Psychology and Your Total-Product

Understand what the customer is really buying and what influences the buying decision. Learn to see your offer from the customer’s perspective and understand why your Total-Product is much more than the product or service itself.

Audiobook 2 – Personality Profiles and Frame of Reference

Customers are different. They think, communicate and make decisions differently. Learn how personality profiles and the customer’s Frame of Reference influence communication, trust and the buying decision.

Audiobook 3 – The User Value Model and New Types of Questions

Customers do not buy the features of your product – they buy what those features can do for them. Learn the User Value Model and two specific types of sales questions designed to uncover needs and influence the customer’s decision.

Audiobook 4 – Signal of Interest and Signal of Need

A customer’s question is not necessarily a buying signal. Learn to recognize and respond to Signals of Interest without losing the initiative in the conversation. You will also learn why what is traditionally called an objection can instead be understood and handled as a Signal of Need.

Audiobook 5 – Steering the Sales Conversation and The Information-trap

The person asking the questions is steering the conversation. Learn how to use questions strategically, maintain the initiative and avoid The Information-trap – the common tendency to talk to the customer instead of with the customer.

Audiobook 6 – Conditional Order and Strategic Checkpoints

Learn how to move the conversation towards a decision without applying unnecessary pressure. The Conditional Order and Strategic Checkpoints help you clarify where the customer stands, identify what remains unresolved and systematically move the sales process towards the final order.

What You Get from the Complete Series

With all six audiobooks, you get a coherent methodology covering the entire sales process – from the psychology behind the customer’s decision to the final order.

You will learn how to:

• understand what influences the customer’s buying decision
• see your Total-Product through the customer’s eyes
• adapt your communication to different customers
• ask questions that uncover needs and influence decisions
• recognize and respond to important customer signals
• maintain the initiative and steer the sales conversation
• avoid The Information-trap
• use Strategic Checkpoints to move the sales process forward
• work systematically towards the final order

The methods are practical and designed to be used in real sales conversations.

The goal is not simply to learn more about sales. The goal is to sell better.