How to Sell More Effectively
Are you a good selling or business development professional? What distinguishes you from the remainder of the pack?
With over 27 years of experience working with those that develop business and sell for a living I find the following characteristics:
1- Those that seek relationships not a commission check
2- Do not procrastinate, using the hours in the day wisely to be with prospective and current clients
3- Do not waste “windshield time” on wasteful things or nothing
4- Reads voraciously to understand competitive intelligence that aids the client
5- Establishes a strategic account profile to understand prospective client opportunities and limitations
6- Knows the economic buyer in their accounts and does not waste time with gatekeepers
7- Think strategically not tactically to engage buyers
8- Learning the client’s business and discovering methods to assist them now and in the future
9- Prepare provocative questions that engage and enlighten
10- Knows when to listen and when to speak
11- Networks constantly to meet new buyers
12- Engages a sales process
13- Creates emotion and has a passion for the sales process
14- Believes in what they are selling
15- Nurtures relationships with proper customer service, returning all calls and emails in a timely manner
16- Uses and respects the relevance of CRM reporting useful data to upper management
17- Understands the importance of customer to customer influences on account management
18- Thinks in terms of client outcomes, not units sold
19- Dresses professionally and is ready to engage with every client
20- Has poise and flexibility to engage gatekeeper and buyer ethically
Use the following as a checklist for your selling professionals if you are a manager or for you personally if you sell for a living. Check back periodically to determine methods to make you a more effective seller to alleviate time and develop more business.
©2010. Drew Stevens PhD. All Rights Reserved.
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Drew Stevens is one of the world’s leading authorities on business development and customer satisfaction. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew can assist your organization to increase their business development skills visit him at www.stevensconsultinggroup.com
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