Sales Effectiveness

In an increasingly competitive world, an effective salesperson (no matter what they may be trying to sell) needs a wide variety of skills and competencies in order to be successful. Research has indicated that a number of competencies are common to all four phases of the sales cycle.o Prospecting: Positive temperament, organisational skills, active listening skills, drive and persistence.o Negotiating the sale: Active listening skills, communication skills, and relationship nurturing ability. o Closing: organisational skills, communication skills, drive and persistence.o Providing follow-up service: Positive temperament, active listening skills, relationship nurturing ability and exceeding customer expectations.This booklet looks at the skills needed at all four of these sales cycle phases. Rapid Skill Builder Series Team Briefing Booklets are short, sharp and succinct resources provide best practice thinking on a range of key topics and are currently available in 40 titles. They are designed to provide a practical method for improving skills and focus on explaining the main steps in the process. On the back page of each booklet, a template illustrates how the process fits together for practical and immediate application.These resources can be used in many settings, including: staff meetings or other group gatherings where time is limited and you want to discuss a specific skill or topic; pre-course work (to provide a brief and practical introduction to a topic); one-on-one or group coaching; self development; any other situation where a practical best practice process is required and time is limited. This series is also available in e-learning and t-learning formats. Inquire directly with the publisher at www.od-center.org.