|
Favorits •
Web Domain Directory •
ODP •
Annuaire FR •
Directorio ES •
Directory EN •
Diretório PT •
IT Katalog •
Czech Katalog •
Polski Katalog •
Maps •
Satellite Photos •
View Card
|
||
|
|
Sales Training |
|
|
| ||
 |
Nine Competencies of the Complete Sales Professional
Have you ever tried to explain to someone what you actually do as part of the sales profession? I'm talking about what you do, not what your company does or what your value proposition is, but what YOU do day in and day out as a sales professional? To be a complete sales professional, your daily activities should be in support of creating customer satisfaction and loyalty. What are these daily activities? My Ph.D. research analyzed the activities and tasks performed by hundreds of sales professionals. I found that these tasks can be grouped into nine areas. The key to being a complete (i.e. superstar) sales professional is to understand and master the following 9 "Selling Knowledge Areas": 1. Personal Management - keep your personal life in check. Stay healthy. Set goals, make plans for your future. Keep your finances in order. Find stress-reducers. 2. Business Knowledge Management - If you're selling to the CFO or the CEO you better understand the business of economics, business transactions, negotiations, and the return they will get on their investment. 3. Product Knowledge Management - We all get trained on this and the key is to understand the product(s) being sold, how to position the product(s), and how to imbed the product(s) into the buying organization. Unfortunately, many companies only train their sales professionals on this one knowledge area when they should be training on all nine. 4. Selling Skills Management -- The best Sales Professionals seek out continuous comprehensive training and education to support their sales process. You should also be able to initiate, plan, and execute a sales process in order for your product or service to be assimilated into the buying organization. There are many systems out there to choose from. 5. Opportunity Management - Complete sales professionals understand how to identify, manage, develop, and close the right sales opportunities. To do this, they're experts at opportunity planning, territory management, opportunity development, and closing. 6. Relationship Management - Becoming a trusted advisor to the buyer only happens when the sales professional is successful at building relationships, communicating, distributing information, and influencing others ethically through collaborative dialogue. Building relationships within your own organization is just as critical. Make sure that you take the time to forge relationships with your support teams, delivery teams, management or any other party that is involved in your sales process. 7. Customer Management - Complete Sales Professionals continue their relationship after the sale. Providing top-notch service to buyers ensures repeat business and a solid sales reputation. 8. Time Management - Understanding the crucial elements of managing personal time to achieve ones goals and objectives. Great sales professionals understand that they must define the right tasks for the day or month, prioritize them, schedule them and execute. 9. Technology Management - Complete sales professionals utilize technology in order to maximize personal and organizational effectiveness. There are many people that wonder why sales professionals are "harried," have short attention spans, are always too busy, or seem a "little flustered". Perhaps by identifying and understanding the 9 Selling Knowledge Areas, there is a newfound understanding why! So the question is, what can you do today to become better in each of the 9 areas? Which are you the strongest in? Or in which area are you the weakest? Make plans to improve in each area every single day. Brian is the Chairman and Founder of the the United Professional Sales Association (UPSA). UPSA is a non-profit organization headquartered in Washington DC that has addressed the concerns and challenges of individual sales professionals. Brian has authored the world's first universal selling standards and open-source selling framework for free distribution. This 'Compendium of Professional Selling' containing the commonly accepted and universally functional knowledge that all sales professionals possess. The open-source selling standards have been downloaded in 16 countries by over 300 people. Over 30 people have made contributions. Because UPSA is not owned by one person or any company, it is a member organization and guardian of the global standard of entry into the sales profession. Find out about the membership organization and understand the processes and framework of professional selling at the UPSA Website at http://www.upsa-intl.org. Find out more about Brian at: http://ezinearticles.com/?expert_bio=Brian_Lambert
MORE RESOURCES: |
|
|
|
RELATED ARTICLES
Its All in the Questions Contrary to many of the books on how to be an effective salesperson, selling in today's market place is just the same as yesterday's. Goods and services are still being bought and sold. Sharpening Your Sales Skills Making a living in sales can be very rewarding, however, it can also be tough at times. That is why it is very important to stay on top of your game at all times. The 7 Deaths of a Salesman In sales, you can work one of two ways. You can either do the things you should do or you can do the things you want to do. How to Sell to the Devils Advocate There is a car commercial running were a husband is sitting in a car with the salesperson. The wife is standing outside the vehicle looking in on her husband, but unable to hear the conversation inside. 7 Keys to Turning Cold Calls Into Warm Calls Let's face it when it comes to cold calling many of us fear being rejected. What if I was to tell you I have come up with 7 keys to turning your cold calls into warm calls? Would you believe me?Try these 7 cold calling ideas for yourself and see just how easy making a cold call can really be. Sell Yourself - Sell Anything! Each of us sells every single day. We are all sales people. Boost Buyer Confidence By Assuming The Sale I saw something in town the other day that just really struck me as funny. Not only that, however, it really nailed home a strong lesson for me about how to make more money. Start Your Sales Engine! Does your business run on a sales engine or a sales effort? A sales effort is something that has to be done every time you want to make a sale. But, a sales engine is something that, once put into place, can bring you sale after sale without added effort. Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. 10 High Powered Ways To Magnify Your Sales 1. Give your prospects a f~ree trial of your software product, service, or let them read the first chapter or two of your informational product. Sell Without Feeling Like A Used Car Salesman Many business owners and professionals are appalled at the thought of having to sell their products or services. If you are going to be successful though, regardless of your profession, you are also going to be in the business of selling. Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever! 1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Sales Marketing: 10 Explosive Strategies To Amplify Your Sales Marketing is a skill. Once you master it, you can succeed in promoting any product or services online. Increase Your Sales With an Incredible Offer What are you selling?Coaching? Consulting? Professional services? A product? Information?To start with, you need to sell your product or service in terms of benefits to your clients and not features.Clients want to know what your product or service will do for them, not necessarily all the credentials you have or the process you use. 10 Boundless Ways To Anchor Down More Sales 1. Multiply your marketing and advertising efforts on the Internet. Growing Sales Through Creating Connections Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer - NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today. 5 Steps to Selling Anything Technical One of the most difficult things we deal with as tech companies is trying to sell our services or products to prospective clients, would you agree? A major problem we face is conveying why our future clients need our services using terminology they will understand and pay attention to. One of the sales secrets I am going to let you in on, is that you can make sales without the client even knowing the name of your product or service or ever saying a word like: Search Engine Optimization, gigabyte, meta tags or even computer. The Most Underused and Powerful Method of Lead Generation Are you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential clients?I'm going to show you the easiest, quickest and most effective lead generation method to grow your business, using word of mouth or referrals.Referrals are the most effective way to create a steady stream of customers for your product or service. How One Simple Concept Can Increase Your Sales We all want to belong. As humans we feel the need to fit in somewhere, anywhere. Sales Trap - We Love to Talk, But Need to Listen My research has clearly shown that, when it comes to selling, the part we're most comfortable with is talking about what we do - explaining our services and how we can help the client. So what do you think happens in most sales encounters? That's right? we tell 'em what we do.
|