great salespeople focus on selling activities

Sales Skill: Laser Focus on Selling Activities

Great salespeople know they have to maximize the time spent on selling activities. The salesperson’s primary job is to close sales. Any activity that interferes with selling needs to be either minimized or eliminated. Great salespeople are laser focused on prospecting, qualifying, closing and following up. Discipline Is The Key First set goals for selling…

Salespeople win sales by sticking to the sales process

Sales Skill: Sticking To The Sales Process

Every great salesperson knows sticking to the sales process is the way to win the sale. The fundamental elements of the sales process are: building rapport, finding the pain, determining the budget, understanding the decision-making process, making the presentation, asking for the order and following up on the sale. Each of us has adapted the…