..... Core Skills

Building a Strong Foundation for Today’s Sales Professionals

• Identify the difference between dreams and well-stated goals.
• Strategically plan and tactically execute goal processes.
• Develop a sales strategy based on where you are and where you want to be.
• Create specific goals, stating them in measurable, action-oriented terms.
• Develop a sales funnel to track goals, identify areas for improvement, determine daily activities and produce results.
• State specific goals for individual customers.
• Identify personal motivation for your own goal achievement.

2. Leveraging Time

• Identify time wasters and deal with them.
• Allocate time for your strategic goals.
• Focus time toward goal achievement.
• Plan activities based on peak productivity periods.
• Prioritize your customers using the Account Gradation System.
• Apply Account Gradation to increase productivity, using business planning and account clustering.
  

3. Communication

• Identify the goals of communication.
• Identify the difference between active and passive listening.
• Utilize active listening to more effectively understand buyer needs.
• Use a variety of questioning techniques to uncover, clarify, and understand buyer needs, wants, and goals.
• Control the direction of communication with questions.
• Understand others and have them understand you.
  
  

4. Negotiation

• Describe how negotiation impacts sales results.
• Describe and demonstrate the link between negotiation and communication, goal-setting, time management, teamwork, and the sales process.
• Enhance negotiation results by using core skills.
• Prepare the three-tiered goal analysis for negotiable issues.
• Develop negotiation strategies based on opportunity and buying behavior.
• Identify and apply bargaining techniques.
  
  

5. Teamwork

• Identify how teamwork relates to other sales skills.
• Integrate the core skills into effective sales team operations.
• Identify the key characteristics of successful sales teams.
• Identify which individuals and functions are potentially part of your sales teams for different selling situations.
• Identify sources of resistance and strategize ways to strengthen key relationships to improve teamwork.
• Describe the characteristics of an effective team leader.

Click here for Core Skills, Part One.

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