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We believe that some of the most important skills include: Closing: if all a salesperson ever did was to attempt to close the sale, even without product knowledge, they would stand a better chance than a very knowledgeable salesperson that never got around to the close. Finding the decision maker: one of the most common mistakes among salespeople is to spend time educating people that do not have budgetary responsibility. You can be so much more efficient by first taking some time out to uncover the people at the top of the buying chain. Handling objections: many of us simply give up too soon. The best performers in the sales department are often those that just keep calling and knocking on doors and don't give up until the prospect has said "no" half a dozen times. Focusing on features and benefits: how often have you heard a novice business development executive reel off the statistics about their product range. But buyers want to hear what the products will do for them, not the vital statistics. Select from one of the articles below: Closing |