Description
The eight primary competencies include:
Preparing for the sale and preparing yourself.
Targeting explores the markets or groups you may target as prospective buyers.
Connecting is the initial sales contact step where you must appeal to people intellectually, so they see you as a credible resource.
Assessing need and wants uncovers what to sell ad how to sell it.
Solving the buyer’s problem or filling their need. This is the part where you present your solutions, tell your stories, demonstrate your product or describe the outcomes that buying will produce.
Confirming is the sales phase where you gain the prospects commitment to buy.
Assuring clients that the value promised will be received is critical to customer retention.
Managing is the final phase of the sales cycle, where you manage sales accounts and self-manage yourself.
By assessing your sales effectiveness in each of the eight areas, you will gain an overview that enables you to be a much more effective self-manager and consistently successful sales professional.
