Selling Skills: Part 1 - Sales Cycle Fundamentals » SalesWays HUB. While preparing for this series I was looking through a set of posts that John Darrin did a while ago so there would be no overlap.
When it came to selling skills, this is what John had to say: “These three skills are used with varying emphasis from the start of the sales cycle (Probe – Probe – Probe and maybe a little Prove) to the end (Close – Prove – Close again). In fact, the sales cycle itself can be broken into stages defined by the application of the appropriate skill.
The first stage is predominantly Probing with a little Proving. As you progress and learn and plan, you Prove much more and still Probe. Go ahead – name a sales skill that doesn’t fit Always ready for a challenge, I thought, “OK, let’s try to do that,” bearing in mind that John is referring to the three fundamental selling skills that are defined in the ASPEC methodology. I definitely think that “listening” is an important selling skill. What about negotiating? First, Recognition. Free Management Library (SM)
Greatbooks - bighow. We Forgot How the Ones Add Up « Dale Carnegie. That’s what the CEO of Starbucks said when he began his organizations transformation plan a few years ago. It is easy to forget the little things when you get big and your goal is always to get bigger. For Howard Schultz, it was one cup, one customer, one partner, one experience at a time. Those are the values that made the company great and now they are back. · Back to focusing on the offering · Back to making sure people are competent at making products like espresso’s and latte’s · Back to innovative ideas that express their core values · Back to great returns A recession or downturn can eventually get people to clean up the spread-sheet, short term only thinking that makes a company drift; become arrogant and ultimately less profitable.
Granted it takes someone (or a team) to step up to stop the slide to mediocrity and to get everyone realizing that they helped cause it and be responsible for what they see or hear. I suggest you truthfully look at your offering. Have a great week.
Manager_tools. Pricing-articles. Mentoring-tips. Brain-test. Business-questionnaire. Sales-strategicplans. FREE Goals! book from Brian Tracy « Simplifying Online Business. Free Online Business Education Courses. My previous post, To Learn, To Lead, highlighted McGill professor Henry Mintzberg’s criticism of traditional MBA programs.
That inspired me to go through the archives of the Free Learning Monitor to dig up all of the free self-learning options for business education that I have published in the past year. So, here they are. I may come back and add to them, as they don’t currently include selections from the Human Resources and some other categories in the Monitor. Comment or contact me to let me know if there are others you would like to see here. Categories here include (anchored links coming soon!) General Collections and LibrariesPlanning & StartingNonprofit SectorMarketingGreen BusinessStrategyAccounting & FinanceOdds & Ends General Collections & Libraries Small Business Administration – New Courses New courses include:* Finance Primer: Guide to SBA’s Guaranty Programs OPEN Forum by American Express OPEN Management Methods | Management Models | Management Theories Free Management Library.