The importance of technique

The importance of technique

Wayne Goodings Wayne Goodings

Wayne Goodings

Sales Performance Expert & Technique Coach; Sales Consulting; Sales Training & Coaching; Sales Problem Solver; B2B Specialist; Sales Leader Mentoring; Accountability Coach; Sales Process & Revenue Growth

发布日期: 2016年11月30日
+ 关注

Selling is definitely not akin to heart surgery but the best in any professional field are adept in particular techniques. And so it is with selling...superior technique ......not personality .....nor the "gift of the gab", separates the best from the rest. To ensure that you have accurately articulated an individual’s PROBLEMS, use the following checklist. 

At least 3 or 4 of these questions must be answered yes.

 Is the Problem:

        Relevant to the role of the individual it corresponds to?

        Personal to the individual who owns it?

        Something that the individual is measured on?

        Something that the individual is motivated to solve?

        Something that the individual is rewarded for addressing?

        Something the individual is looked to by his or her peers to resolve?

        Something that provides the individual a compelling reason to take action?

        Articulated in a manner that describes:

 § Something increasing?

§ Something decreasing?

§ A compliance matter that has been mandated?

§ A potential missed opportunity?

要查看或添加评论，请登录

Wayne Goodings的更多文章

  • Sales Change Agent: Top Ten Attributes
    2017年6月27日

    Sales Change Agent: Top Ten Attributes

    Respects your history and what it is that has made you what you are. Has the the capability to gain a solid…

  • A great book to give your children
    2017年6月26日

    A great book to give your children

    I had not come across this book until I saw it in a friends study recently. One excerpt from the book that I loved is…

  • A Sales Career Can Set You Free
    2017年6月25日

    A Sales Career Can Set You Free

    If Australia isn't the most expensive country in the world to live in, it is certainly starting to feel like it. ScoMo…

  • HOW DOES YOUR SALES TEAM COMPARE TO BEST PRACTICE?
    2017年6月24日

    HOW DOES YOUR SALES TEAM COMPARE TO BEST PRACTICE?

    The sales department may have historically been an area of your business where it has been difficult to get an…

  • The Easiest Calls To Make Are To Clients
    2017年6月24日

    The Easiest Calls To Make Are To Clients

    Whilst I'm not one to coach salespeople to take the easist way out, it is clear that spending time talking with current…

  • The empowerment that comes with a 4:30 a.m. start...
    2017年6月21日

    The empowerment that comes with a 4:30 a.m. start...

    I consider myself fortunate to have been introduced to early morning rising..

    3 条评论
  • Why the emerging sales talent is coming from the developing economies of Asia
    2017年6月19日

    Why the emerging sales talent is coming from the developing economies of Asia

    In Malcolm Gladwell's seminal work on the origins of success, Outliers, he proposes that in each case, the successful…

  • Successful salespeople are looking for more
    2017年6月10日

    Successful salespeople are looking for more

    As the incomes, expectations and aspirations of top flight salespeople across South East Asia, East Asia and South Asia…

  • Salespeople and Fishing
    2017年6月10日

    Salespeople and Fishing

    OK, I just thought this was an enertaining spin on the old parable about teaching someone to fish so that they can feed…

  • The Startup sales dilemma
    2017年6月10日

    The Startup sales dilemma

    One of the key dilemmas we are seeing for sartups is the need to drive hockey stick sales numbers in and around the…

社区洞察

其他会员也浏览了