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Tip #46 We claim that track selling has universal application. Put it to the test.

Sometimes you're selling even when no money is exchanged for a product or service.

Selling is simply effective communication, and we all communicate. Selling also applies to ideas, concepts, desires, and attitudes.

You might be selling your boss on the idea of promoting you, or your spouse on the idea of making a major purchase, or your kids on the idea of improving their grades.

Just about everything you learned in track selling that helps you sell a product or service will also help you in non-sales situations.

Whether you are a professional sales person that wants to sell your spouse on the idea of a vacation, a teacher who wants to sell a student on the joys of learning, or an employee who wants to sell an idea to a supervisor, you can use the techniques of track selling to accomplish your communication objective.

Think about this: a person who can't sell an idea is not much better off than a person who doesn't have an idea.

Here are several non-selling examples that author Roy Chitwood included in his book, World Class Selling on pages 419 - 435.

Job Track: to interview for a new job.

Friendship Track: to ease pressure from a friend that was stressed.

Family Track: to rent or buy a motor home for family vacations.

In-house Track: to gauge a boss's attitude before asking to add to employee headcount.

Development Track: to open and staff a new division with manufacturers' reps from a former competitor.

Personal Track: to assess your current progress compared to personal and professional goals.

Romance Track: self-explanatory.

Whatever Track: As you can see, the track selling system is the most flexible communication process imaginable. It can be applied to every walk of life. It's a valuable people skill, whenever you're persuading others - whether in or out of business. But you've got to know the skills to apply them.

Good luck and good selling!

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Professional Application

Each day this week, identify a non-selling situation in your life where track selling could come in handy. 

As a helpful starter, begin with a need you'd like to fill for a friend (step 5) and work backward - reverse engineer - to determine the questions to ask to hopefully arrive at a mutually acceptable agreement on need. Those are your steps 2 and 3. You're on your way. Carry on!

When selling becomes a procedure, it ceases to be a problem. If it's not a procedure, it will always be a problem." Roy E. Chitwood, developer of the Track Selling System


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Personal Application

KIS-MIF means Keep it Simple and Make it Fun. It's our motto for sales training and for life.

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NEW! Virtual Instructor-led Workshops

Put this season of shelter-in-place and social distancing to good use. We are excited to deliver our highly acclaimed Track Selling workshop to a computer screen near you.

Live, instructor-led sales training workshops are virtually delivered on Zoom. Role plays and interactive exercises occur in breakout rooms with instructor coaching, just like our original workshops. Sessions beginning in May.    

Attendance at each workshop is capped at 12 participants so register soon to get your seat! This intimate, small-group format ensures you will learn the Five Buying Decisions that your prospects make before buying. We cover the Six Buying Motives that drive and motivate your buyers.

Then you will learn and apply the Seven Steps of the Track Selling System that carry you smoothly through the sales process. The entire learning experience is adapted to your products, services and sales cycle. (Download Flyer

Virtual Sellling Skills Class Track Selling System Core Skills Workshop

This one-day virtual, instructor-led workshop, “Selling in a Virtual World using the Track Selling System™,” will provide you with a transformative training experience on how to survive - and even thrive - in this new online selling environment. We will cover the sales cycle from prospecting to close. You’ll leave this session with new ideas, new approaches, and new skills that you can apply immediately to your selling process. 

Download Course Outline

At the Track Selling Institute, we are delivering our most popular workshop, Core Skills, in a fully virtual (online) format. This 3-Day Workshop replicates the key features of the in-person experience by taking advantage of Zoom's advanced features. We've also fine-tuned our workshop using adult learning techniques to eliminate the tedium of online education. 

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Learn More about Virtual Workshops
On Track Sales Coaching

On Track Coaching™

Join other successful sales professionals who have a sales coach to help them thrive amid uncertain and unprecedented economic conditions On Track Sales Coaching is a customized, in-depth, personalized training service designed around your specific needs and interests so that you get the maximum benefit from Track Selling.

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On Track Sales Coaching

Track Selling Playbooks™

A Track Selling Playbook is a step-by-step guide for the Track Selling System™ customized to your company, industry, products and customers.

A Track Selling Playbook supports your ongoing learning and continuous improvement.

It defines your strategic sales cycle and refines your tactical track selling application through each of the seven steps. Specific examples are provided based on best practices of thought leaders and your sales team. 

You'll get step-by-step instructions on how to apply the science and psychology of selling - customized to your unique challenges and opportunities - to move your sales process to a successful conclusion.

Learn More about Playbooks
Track Selling Institute

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