Making sure that sales professionals possess the Core Selling Skills

There is a set of core skills that all sales professionals must possess. We identify these as;

• Planning - developing sector, account and opportunity plans that cover all the bases and gain buy-in from all the key people within the supplier organisation
• Prospecting - developing a sufficient quantity and quality of prospects
• Getting appointments - having a well developed system to acquire as many qualified appointments as needed
• Relationship building - building and maintaining business relationships with a wide variety of relevant people
• Problem identification and clarification - asking penetrating questions, listening carefully and accurately determine the exact problem or need that your prospect has

• Presenting and proposing - proposing your firms products and/or services so that your prospect is overwhelmingly convinced that it will solve their most pressing need
• Answering objections - anticipate and answer all of your prospects questions and concerns so that they are satisfied
• Closing - comfortable and competent in asking for the appropriate next step in a manner that is respectful of the client's situation
• Follow-through and delivery - making sure that the product and/or service is delivered to your client's complete satisfaction
• Long-term relationships - able to establish yourself and your firm as a trusted advisor

And we possess the skills and experience to help you develop and improve your sales professionals capabilities. Please contact us to find our more.