April 2009 |
Great sales professionals know that in order to gain a competitive advantage, they also need to know how to relate with their customers and peers. Your ability to recognize and work with your prospect’s preferred buying style right from the start is what sets the stage for trust and rapport, and ultimately, what elevates your organization above the competition. This month’s articles provide a quick, insightful guide to help you and your team hone-in on two key elements of soft-skill development and application in a sales environment:
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The Most Important Selling Skill In the current economy, our clients tell us it’s getting more and more difficult for their salespeople to get in front of a prospect. They are encountering more prospects who say their companies have imposed strict spending freezes. Even organizations that haven’t frozen spending seem to be operating in a “frozen” state with pervasive fear and apprehension about the economy causing every decision or initiative to be put on indefinite hold. Worse yet, some find that their best efforts at prospecting are foiled when their contacts become casualties of cost cutting and reorganization. |
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How to Read and React to Your Prospect’s Buying Signals: An Insider’s Guide to Building Rapport To help identify and understand the concept of behavior styles, you might begin by asking yourself the following key questions: 1. What drives you? Are you:
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