others think that their in-house training is enough to do the job. the selling process requires not just one skill; it is composed of stages that require a different type of proficiency in each stage. to give you a better idea of what skills may be lacking in your sales arsenal, below are the six major stages in selling and the qualities needed to perform well in the process: 1. prospecting. resourcefulness and patience are the qualities most needed in this task to come up with a comprehensive list of prospects. after making the list of prospects, try to analyze what your chances are of making a sale with each client. here you will check if the prospect has the need, the capability to pay and the authority to make or influence the purchase decision. here is where you show your product or service’s advantages in a manner that is convincing. the sales person will not only be selling his product, he must also impress the prospect with his credibility and the company he represents. this is when you entertain questions that prevent your customer from proceeding with the purchase.
here is where the sales person must be well-trained because there are so many possible questions. the closing is when you ask for the signature or payment to formalize the sale. the sales person must be persistent and not be shy to ask for the sale several times. after making the sale, it is important to keep in touch with the customer and to make sure that everything is going well with the purchase. remember that the end of one sale is the beginning of the next! now is the best time to start upgrading your company’s sales capabilities with more training. click here to view details of the seminar: competitive selling techniques » *originally published by the manila bulletin. may not be reproduced or copied without express written permission of the copyright holders. the topic is really good.
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