Enigin Advice

Crucial Sales Skills I

What sales skills are crucial? A big question that is oft ont he minds of Enigin Distributors when they meet up with Enigin for training.

There are many answers, which will vary dependent on the individual who is asked the question - here are a few suggestions by some very experienced sales professionals - four now and another four in the next post.

1. Building the Buyer-Seller Relationship. Salespeople need to develop a better understanding of the buying process that customers actually follow-the real decisions they make, and when they are made. Then salespeople need to match their sales process with the customer’s buying process. When this is done, salespeople begin to walk arm-in-arm with the customer as they arrive at the best possible solution.
2. Planning the Sales Call. Most companies today lack a well-defined sales process. Very few have documented the sales practices that lead to strong commitments from customers. As a consequence, salespeople don’t plan sales calls properly. For instance, every call should end in some kind of commitment from the customer-an agreement to do something that will move the process forward.
3. Asking the Right Questions. Most salespeople do not ask the right types of questions, even if they prepare questions prior to the sales call, which most don’t. The impact of poor questioning skills is enormous. It leads to resistance in the form of stalls and objections, bad presentations that offer improper solutions, failure to differentiate from the competition-and missed sales opportunities.
4. Business Acumen. If you’re going to help your customer become more successful you need to know how businesses work in general, how your customer’s industry works, how your customer addresses their target market and how your firms offerings can help them better serve their own customers. Without business skills, you’ll never have the credibility needed to sell

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