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Nine Competencies of the Complete Sales Professional
Have you ever tried to explain to someone what you actually do as part of the sales profession? I'm talking about what you do, not what your company does or what your value proposition is, but what YOU do day in and day out as a sales professional? To be a complete sales professional, your daily activities should be in support of creating customer satisfaction and loyalty. What are these daily activities? My Ph.D. research analyzed the activities and tasks performed by hundreds of sales professionals. I found that these tasks can be grouped into nine areas. The key to being a complete (i.e. superstar) sales professional is to understand and master the following 9 "Selling Knowledge Areas": 1. Personal Management keep your personal life in check. Stay healthy. Set goals, make plans for your future. Keep your finances in order. Find stress-reducers. 2. Business Knowledge Management If you are selling to the CFO or the CEO you better understand the business of economics, business transactions, negotiations, and the return they will get on their investment. 3. Product Knowledge Management We all get trained on this and the key is to understand the product(s) being sold, how to position the product(s), and how to imbed the product(s) into the buying organization. Unfortunately, many companies only train their sales professionals on this one knowledge area when they should be training on all nine. 4. Selling Skills Management -- The best Sales Professionals seek out continuous comprehensive training and education to support their sales process. You should also be able to initiate, plan, and execute a sales process in order for your product or service to be assimilated into the buying organization. There are many systems out there to choose from. 5. Opportunity Management Complete sales professionals understand how to identify, manage, develop, and close the right sales opportunities. To do this, they're experts at opportunity planning, territory management, opportunity development, and closing. 6. Relationship Management Becoming a trusted advisor to the buyer only happens when the sales professional is successful at building relationships, communicating, distributing information, and influencing others ethically through collaborative dialogue. Building relationships within your own organization is just as critical. Make sure that you take the time to forge relationships with your support teams, delivery teams, management or any other party that is involved in your sales process. 7. Customer Management Complete Sales Professionals continue their relationship after the sale. Providing top-notch service to buyers ensures repeat business and a solid sales reputation. 8. Time Management Understanding the crucial elements of managing personal time to achieve ones goals and objectives. Great sales professionals understand that they must define the right tasks for the day or month, prioritize them, schedule them and execute. 9. Technology Management Complete sales professionals utilize technology in order to maximize personal and organizational effectiveness. There are many people that wonder why sales professionals are "harried," have short attention spans, are always too busy, or seem a "little flustered". Perhaps by identifying and understanding the 9 Selling Knowledge Areas, there is a newfound understanding why! So the question is, what can you do today to become better in each of the 9 areas? Which are you the strongest in? Or in which area are you the weakest? Make plans to improve in each area every single day. Brian is the Chairman and Founder of the the United Professional Sales Association (UPSA). UPSA is a non-profit organization headquartered in Washington DC that has addressed the concerns and challenges of individual sales professionals. Brian has authored the world's first universal selling standards and open-source selling framework for free distribution. This 'Compendium of Professional Selling' containing the commonly accepted and universally functional knowledge that all sales professionals possess. The open-source selling standards have been downloaded in 16 countries by over 300 people. Over 30 people have made contributions. Because UPSA is not owned by one person or any company, it is a member organization and guardian of the global standard of entry into the sales profession. Find out about the membership organization and understand the processes and framework of professional selling at the UPSA Website at http://www.upsa-intl.org. Find out more about Brian at: http://ezinearticles.com/?expert_bio=Brian_Lambert
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Coaching Transforming Problems into Sales My silent fish tank was no more. Enough water had evaporated to make the filter gurgle. It was highly annoying and I knew I wouldn't be at ease until it was silent again, so I filled the tank. Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway? Losing a sale can be disheartening, especially if you lose it for reasons you aren't even aware of. Start Your Sales Engine! Does your business run on a sales engine or a sales effort? A sales effort is something that has to be done every time you want to make a sale. But, a sales engine is something that, once put into place, can bring you sale after sale without added effort. Here are a couple of examples ? If You Respect Them, They Will Buy -- Closing the Sale We've all had the unfortunate experience of being convinced by a pushy salesperson to buy something we weren't sure we wanted. You may have really wanted the product, but after being pushed into buying it, you don't want it anymore. You either return it or you never patronize the store again. Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. A Simple Sales Strategy: Talk to Yourself! You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself in those few minutes beforehand? If you spend that time saying what I propose below, you will effortlessly and naturally become very attractive to your potential clients. This approach is very powerful, I promise you. Unlocking the Myth of Hypnotic Communication Unquestionably when the word hypnosis pops-up in a conversation or in the mainstream press, nostrils flair, minds conjure up strong reactions of parlor tricks and pictures of late night scary movies where starry-eyed maidens are seduced to carry out satanic acts. Here we are, in modern times, where we have set foot on the moon, (ops better watch my words there are people who still think the earth is flat) broke the sound barrier, communicate wireless with the most modern technology and still people see hypnosis has a hoax. Even the well educated are not off the hook from such lack of knowledge and ignorant responses. 10 Expressions to Avoid in Sales Communication Keeping up with what words are in and out isn't hard. Yet,with all the other more important things on our to-do list,it doesn't get remembered easily. How A Dancing Horse Can Increase Your Sales "Yeah right!" I thought to myself as I started to turn off the TV after hearing that the show was about a dancing horse. Four Ways To Increase Your Sales Fast... In 2-4 Weeks? You built a very good web site... Sell Yourself - Sell Anything! Each of us sells every single day. We are all sales people. How well we sell directly affects our lifestyles, friendships, and family life. How To Go Perpendicular In Your Sales Territory First and foremost are you thinking Strategically? "Do you have what it takes to do what it takes?" The Top 10 Powerful Tools for Growing Sales Through Creating Connection Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer?NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today. Elearning Is Dead - Long Live Blended Learning! There is little doubt that eLearning has not achieved the success it promised some ten years ago, even though the primary benefits in terms of cost and flexibility remains extremely attractive. Some of the mistakes that have been made are: How to Spellbind Your Prospects in 10 Seconds! You've got yourself 10 seconds to HOOK your prospects or LOSE them! Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch Why are some sales pitches more persuasive than others? Are the salespeople just naturally more convincing, or do they know secrets about creating a sales pitch that the rest of us don't? Nine Competencies of the Complete Sales Professional Have you ever tried to explain to someone what you actually do as part of the sales profession? I'm talking about what you do, not what your company does or what your value proposition is, but what YOU do day in and day out as a sales professional? A Stupid Question This is a stupid question but it has to be asked. Sales Language: Whats Wrong with But? Language is one of the most important tools you have to influence someone. Three Secret Keys to Persuasion Magic Just a few critical distinctions can supercharge your communication skills:
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