| Sales Skills |
Selling techniques are used throughout the sales process, from prospecting, to first impressions, to demonstration, to closing. In prospecting, it is imperative to understand the different types of customers you will encounter and what selling techniques will work best for them. Some customers are going to want all of the facts and supporting data and may take a long time to make a decision to move forward. Other customers will want to know how the product will benefit the organization and may even make a decision without hearing the entire presentation. When dealing with demanding situations, sales professionals need to be able to adapt their selling techniques to match the customer’s needs. After all, the golden rule has changed to, "Treat others how THEY want to be treated."
In order to adapt to a customer’s needs, a sales person must first understand his or her own selling style. Which selling techniques come naturally, and which ones are a challenge? How does he or she naturally tend to handle objections, make decisions, pay attention to details, and how fast does he or she move through a presentation? If a customer does not handle these items in the same manner, a communication breakdown is likely to occur. To avoid the breakdown, you will want to choose a different selling technique.
In addition to the Success Insights Sales report, SI incorporates the Success Insights Personal Interests, Attitudes and Values™ (PIAV) assessment. The PIAV report provides information on the why of your actions, which with application and coaching, can tremendously impact your valuing of life. Once you know the attitudes that drive your actions, you will immediately be able to understand the causes of conflict. You will understand and appreciate your relationships as you recognize the attitudes of other people. You will see how their attitudes might interact with your own.
Identifying a sales person’s knowledge of the sales process is also key in sales skills development. The Sales Strategy Index TM report measures: can they sell, do they understand the sales process, and are they treating each sales situation the way top sales performers do?
The assessment looks at six areas of the sales process:
- Prospecting
- First Impressions
- Qualifying
- Demonstration
- Influence
- Closing
Once the results are received, sales skills development can be tailored to the different needs of each sales person.
When sales people understand themselves and their prospects, communication becomes more effective. Therefore, sales productivity and performance increase.
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