Top Ten Skills

Posted onAuthorbusiness901

Ok, I disagree with some of these, My opinion is indented!

  • Skill #1. Researching prospects and organizations prior to first contact.
    • Should that not be what marketing is for?
    • Skill #2. Asking questions and listen more than you talk.
      • Ok, I agree the best sales persons are the one that ask the best questions.
      • Skill #3. Focusing on a few top prospects and contacting them frequently.
        • Target Market, Ideal Client
        • Skill #4. Cultivating insider “coaches” to understand customer requirements.
          • I think this is a fancy way of saying knowing your customer.
          • Skill #5. Solving problems and overcoming objections as a consultant.
            • I disagree strongly, a salesman job is to diagnose problems and see opportunity.
            • Skill #6. Creating long-term relationships with prospects and customers.
              • I think this is a given but I always have thought the relationship should be developed between companies, people leave.
              • Skill #7. Communicating appropriate messages (e.g. value propositions).
                • Yes, but remember everything that touched the customer is sending a marketing message
                • Skill #8. Recognizing when the prospect is ready to buy.
                  • Good sales, good marketing, the prospect will tell you.
                  • Skill #9. Knowing how to close the sale when the time is right.
                    • I believe in today’s world we nudge the inevitable, not close a sale.
                    • Skill #10. Getting referrals and then following up on them.
                      • Build that into the system, maybe this should be step 1.

                      The source of this Top Ten Sales Skills is Geoffrey James and his BNET’s interview with John Asher the CEO of the eponymous sales training firm