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8 Critical Sales Competencies and How to Improve Them

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8 Critical Sales Competencies and How to Improve Them

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8 Critical Sales Competencies and How to Improve Them

  1. 1. 8 Critical Sales Competencies and How to Improve Them Barry Rosen
  2. 2. #1. Preparing the Sales Call <ul><li>Create a pre-call worksheet </li></ul>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
  3. 3. #2. Positioning <ul><li>Client’s Needs </li></ul>Establishes a purpose, knows client’s agenda, knows how to add value focus focus focus
  4. 4. #3. Discovering <ul><li>Create a target set of information </li></ul>Listens effectively, asks questions, understands client’s business and needs
  5. 5. #4. Building Explores the impact of a need/solution, uses critical questioning techniques “ What we got” “ What you need”
  6. 6. #5. Presenting and Resolving <ul><li>Mandate the first section deal with customer issues and challenges </li></ul>Discusses pros and cons of options, helps client to define the best solution
  7. 7. #6. Securing <ul><li>Next Step section </li></ul><ul><ul><li>Dates </li></ul></ul><ul><ul><li>Assignments </li></ul></ul><ul><ul><li>Both parties </li></ul></ul>Advances negotiations to another stage, defines next steps clearly
  8. 8. #7. Concluding <ul><li>Role play closing techniques </li></ul>Reaches consensus; uses open, closed and informative questioning
  9. 9. #8. Debriefing <ul><li>Include deliverable requirements into your ordering process </li></ul>Ensures all commitments are met, reviews and resolves issues
  10. 10. The Pursuit Group <ul><li>Barry Rosen </li></ul><ul><ul><li>866-4-PURSUE </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>www.thepursuitgroup.com </li></ul></ul>

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