A sales person is a tool to get your offering out to prospects and/or customers. The Steel Method
It’s true we can control the offering and we can shape the message presented. But it’s the Sales person’s style, presentation and skills that will determine how the customer or prospect will feel about us.
Product Knowledge Selling Skills Objection Handling They Don’t Have a Clue WHAT SKILLS DO THEY HAVE? Spin Selling Cold Calling Needs Assessment Primary Selling Industry Training School of Hard Knocks
THE PRIMARY NEEDS . The Steel Method FINANCIAL IMAGE EFFICIENCY 1 2 3
Question: What is most important to YOUR sales people?
Answer: If you don’t know , you need to ask them.
Sales people will work for less money if you pay them in other ways Enough money Too Much Money There is a minimum amount of money people will work for, once that is reached they need more to make them happy Living expenses
ABOUT THE AUTHOR David Steel is the President of New Jersey-based sales consultancy, The Steel Method, LLC. The Steel Method supplies the “glue” that holds your sales team together: education, programs, seminars, workshops, compensation, and more Visit www.thesteelmethod.com