By Sean McPheat
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Additional resources for Basic Selling Skills
The numbers in parentheses represent the number of customers in each stage of the funnel. You would create a spreadsheet or file for each of the customers at each stage in order to track when you move them from stage to stage through the funnel. The funnel should represent a specific period of time such as a month or quarter, at the end of which you can evaluate how well you are doing at moving customers towards a sale. com 30 Basic Selling Skills General Skills Every Salesperson Should Have Get in the habit of creating a ‘to-do’ list at the end of your workday of things that you need to get done the next day.
Express empathy for what the customer’s challenges may be and use rephrasing to ensure understanding. Pay attention to body language – both your own and the customer’s. Remember that body language and other non-verbal cues can tell you more about how the customer feels about what you are saying than the words they use. The main purpose of the question phase is to identify the major needs of the customer in relationship to the product or service that you are offering. What benefits are most important?
Do it anyway. We all have days where we just don’t feel like doing our work. But in a job like sales, every day and every contact can be important. So even if you don’t feel like doing something on your list – do it anyway. The more practice you get at this, the easier it will become. Stop procrastinating. It’s very easy to find things to do other than what is on your list. You need to recognize when you are procrastinating and nip it in the bud. The sooner you get whatever it is you are procrastinating over finished, the sooner you will be free of it and ready to move on to the next thing on your list.