Mastering the Sales Sequence

Patricia Sherlock

“Outline the skills required in your work. Analyze and refine these skills for optimum quality and productivity.”— Peter Drucker

Every completed sale is the result of countless small steps taken by the sales person to move the sales process to fruition. These sales activities can be grouped into six primary categories that are critical for success. They are: prospecting, pre-qualifying, presenting, overcoming objections, influencing/convincing and closing.

Top producers excel at each part of the sales sequence while poor performers tend to lack skill in one or more of these important areas. Which areas has your sales staff mastered? In what areas does your sales staff need improvement?

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