Well, it’s here. 2021 has begun. Are you ready? One way to check is to look at your selling tools inventory. Every one of us great salespeople have a particular skill set we use in each sales pursuit. So take a few minutes to think back over the successes in selling during the past year. What did you do well? What skills need improvement? And most importantly what skills don’t you have?

Great Salespeople Take A Sales Skill Inventory
Image by Claire Dela Cruz from Pixabay
The Successful Selling Process
Great salespeople have a sales process which is proven and repeatable. Here’s mine: first I need to get prospects to like me enough to answer my questions. I call that building “rapport”. Next I want to find out whether they have a significant problem I can solve. That’s the “pain” step. Now I want to know if they have the “budget” to solve the problem. Throughout all of the sales pursuit I want to be dealing with the “decision maker.” When I’m sure I’m dealing with the decision maker and have determined they have a problem they want to solve and can commit funds to do it, I “ask for the order”!…