You can be the most motivated and enthusiastic person on Earth. And, though they are important, they are not the most important. Though it's important to know your products or services, it's equally important to know their relationship to each other and taking a truly consultative sales approach. That promotes cross selling and meeting revenue targets. Secondly, knowing "what keeps your client up at night" is probably the most overlooked issue by most sales people. If you're client is a C-level executive, that is the issue that should be focused on. For instance, a CEO or CFO of a major account might have some interest in saving money, but their main concerns are often in the area of compliance or meeting deadlines. That's what really keeps them up at night. And lastly is a strong work ethic. Even if you're having a blowout week or month, NEVER stop prospecting, particularly if the products or services that you sell have a long sales cycle. This will help prevent peaks and valleys in your performance.
Strong probing skills, presentation skills, account management skills, territory management skills....
And most important- TO KNOW WHEN TO TALK, AND WHEN TO SHUT UP!!!
I guess there are a lot more than just 3 factors!!!
Last edited by Vette Guy; 03-01-2008 at 10:01 AM.
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