The Fundamentals of Success

Patricia Sherlock

“Core competencies meld customer value with a special ability of the producer.” — Peter Drucker
Even though each company has a different sales process, there are fundamental steps that apply to every stage of the sales process. Namely, the sales person has to: do something that enhances trust; obtain important information about the customer to determine what the next step in the process should be and elicit an action by the potential buyer that elevates the prospect’s level of commitment.
One of the biggest problems occurs when a sales person asks a prospect to take steps that are too large when he or she is not ready to do so. Top sales producers know that the smart approach is to encourage “ baby steps “ while building credibility and trust with the prospect.

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