8 Critical Sales Competencies and How to Improve Them

Barry Rosen

#1. Preparing the Sales Call

Create a pre-call worksheet

Sets objectives before contact and has all relevant information

What is the desired

outcome

How will you

produce that

outcome

What can prevent that

outcome

#2. Positioning

Client’s Needs

Establishes a purpose, knows client’s agenda, knows how to add value

focus

focus

focus

#3. Discovering

Create a target set of information

Listens effectively, asks questions, understands client’s business and needs

#4. Building

Explores the impact of a need/solution, uses critical questioning techniques

“What we got”

“What you

need”

#5. Presenting and Resolving

Mandate the first section deal with customer issues and challenges

Discusses pros and cons of options, helps client to define the best solution

#6. Securing

• Next Step section– Dates– Assignments– Both parties

Advances negotiations to another stage, defines next steps clearly

#7. Concluding

Role play closing techniques

Reaches consensus; uses open, closed and informative questioning

#8. Debriefing

Include deliverable requirements into your ordering process

Ensures all commitments are met, reviews and resolves issues

The Pursuit Group

Barry Rosen

866-4-PURSUE

brosen@thepursuitgroup.com

www.thepursuitgroup.com