“Sales” is much more than providing the customer with the goods, in exchange for money. Sales involve a relationship not only between the sales representative and the customer, but the company and the customer. There are many traits that customers look for in not only products, but in sales people also. Being the only link between the product and the customer, it is important to develop these important traits.
Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. At the end of this course, you should be able to:
- Learn how to develop effective traits
- Learn how to “know” your clients better
- Better represent the product/service
- Cultivate effective leads
- Sell with authority
- Learn how to build trusting, long term relationships with customers
Effective Traits
- Assertiveness
- Emotional Intelligence
- Solve Problems
- Close
- Case Study
- Assessment
Know Clients
- Research
- Customer Values
- Customer Needs
- Anticipate Needs
- Case Study
- Assessment
Product
- Know Your Product
- Believe in the Company and Product
- Be Enthusiastic
- Link Product to Customer’s Values
- Case Study
- Assessment
Leads
- Sift Leads
- Time vs. Cost of Pursuing Leads
- Let Go of Leads Going Nowhere
- Focus on Positive Leads
- Case Study
- Assessment
Authority
- Develop Expertise
- Know Your Competition
- Continue Education
- Customer Problems Using Authority
- Case Study
- Assessment
Build Trust
- Testimonials
- Transparent
- Be Genuine
- Take on Customers’ Point of View
- Case Study
- Assessment
Relationships
- Listen Actively
- Communicate Often
- Rewards
- Build New Relationships
- Case Study
- Assessment
Communication
- Be Prepared, Not Scripted
- Use Humor
- Be Yourself
- Thank and Reward
- Case Study
- Assessment
Self-Motivation
- Value Your Work
- Reward Achievements
- Focus on Success
- Do Not Procrastinate
- Case Study
- Assessment
