8 Core Selling Skills Sales People Should Possess

For any sales person to be effective, they should be able to demonstrate ability and competence in the following 8 core selling skills:

1. Preparing the sales call – Sets objectives before contact and has all relevant information
2. Positioning – Establishes a purpose, knows client’s agenda, knows how to add value
3. Discovering – Listens effectively, asks questions, understands client’s business and needs
4. Building - Engages client in discussion, explores the impact or consequences of a need/solution, uses critical questioning techniques
5. Presenting and resolving – Discusses pros and cons of available options, helps client to define the best solution
6. Securing - Seeks commitment to action, advances negotiations to another stage, defines next steps clearly
7. Concluding – Reaches consensus, agrees time for next meeting, uses open and closed questioning techniques, uses informative questioning techniques
8. Debriefing - Ensures all commitments made are met, reviews issues identified, seeks other issues to resolve, records output for next visit

Source: Proudfoot

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