8 Critical Sales Competencies and How to Improve Them

8 Critical Sales Competencies and How to Improve Them Barry Rosen

#1. Preparing the Sales Call ,[object Object],Sets objectives before contact and has all relevant information What is the desired outcome How will you produce that outcome What can prevent that outcome

#2. Positioning ,[object Object],Establishes a purpose, knows client’s agenda, knows how to add value focus focus focus

#3. Discovering ,[object Object],Listens effectively, asks questions, understands client’s business and needs

#4. Building Explores the impact of a need/solution, uses critical questioning techniques “ What we got” “ What you need”

#5. Presenting and Resolving ,[object Object],Discusses pros and cons of options, helps client to define the best solution

#6. Securing ,[object Object],[object Object],[object Object],[object Object],Advances negotiations to another stage, defines next steps clearly

#7. Concluding ,[object Object],Reaches consensus; uses open, closed and informative questioning

#8. Debriefing ,[object Object],Ensures all commitments are met, reviews and resolves issues

The Pursuit Group ,[object Object],[object Object],[object Object],[object Object]

8 Critical Sales Competencies and How to Improve Them

Recommended

Recommended

More Related Content

What's hot

What's hot (20)

Viewers also liked

Viewers also liked (20)

Similar to 8 Critical Sales Competencies and How to Improve Them

Similar to 8 Critical Sales Competencies and How to Improve Them (20)

More from Barry Rosen

More from Barry Rosen (6)

Recently uploaded

Recently uploaded (20)

8 Critical Sales Competencies and How to Improve Them

Editor's Notes