If you are just setting out on your sales career and I will assume you are since you are reading the Beginners Guide To Selling, you will be asking yourself “Where do I start?”
Here are a few areas you might like to start with to get the ball rolling.
- Think about how you would describe “how buyers buy” and align your selling activities accordingly.
- Try and recognize the difference between “latent pain” and “active vision” opportunities.
- Conduct effective pre-call planning and research.
- Stimulate interest and establish credibility with your prospects
- Get prospects to share / admit high priority pain
- Engage in consultative dialogue that promotes the differentiating strengths of your offerings
- Gain access to “power” people within an opportunity
- Effectively qualify and disqualify opportunities based on objective decision criteria
- Control and manage sell cycles
- Improve your chances of winning competitive opportunities
- Plan how to avoid no decision
- Negotiate the steps leading to closure of a sale cycle
This is a good list to start with.
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