There are different types of selling. I worked for IBM from 1984 to 1992 and they had an entire training process for their customer-facing people that included

There are different types of selling. I worked for IBM from 1984 to 1992 and they had an entire training process for their customer-facing people that included a two week sales school for reps at the end. It was tailored to enterprise sales which are specialized but many of the techniques apply to other types of selling, especially high ticket items. There is an older book out there called How to Master the Art of Selling by a guy (Hopkins?) that is pretty close. It covers the cycle including skills like objection handling. It's very effective.