The Principals underpinning the use of Selling Skills

Posted by on August 22, 2017 • 1 minute read

O

ne of the main causes of not being able to ‘close the deal’ is that you have not sufficiently ‘Built a Cause for Change’ in the customer.

 

Building a Cause for Change – The lack of ability to close the deal.

 

Why should the buyer change !

 

Firstly, you’re an unnecessary irritation in their day, secondly you’re surely not the first call they have had today from a salesperson to buy something & thirdly they are quite comfortable with their current supplier.

We, as sales people need to understand that throughout discussions with our customer we need to be building on his need to change from where they are to where you need them to be. That is a step by step process that takes place over a few meetings or sometimes can be within the space of a single face to face call. We need to make buyers ‘constructively discontent’ with their present situation. The watch word here is ‘Process’ – sales is a process and the better we understand that process and where we are within it, the more effectively we can strategise to move the customer on wards. Successful selling is about understanding the sales process and a structure of the selling skills we need to learn & practise to build that ‘cause for change’

 

 

Sales Impact

About Sales Impact

Sales Impact has provided training across nearly all types industries and services for nearly 34 years, resulting in thousands of sales people enabled with the necessary sales skills to achieve and surpass targets. Our vision is to continue to be the preferred sales skills and motivational training organisation in South Africa and beyond.

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