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Excerpt from Selling in Tough Times

Selling Skills for Sales Success
These are the five real selling skills necessary for sales success in tougher times:
1. Prospecting
2. Handling Objections
3. Closing
4. Time Management
5. Value-Added Selling

We will be discussing each in detail.

Prospecting
With this a guideline of skills, let's take a quick look at Propsecting
1 Organizational skill are essential. Every lost, misplaced, or forgotten lead is potentially move devastating in tough times.
2. Move activity is required. there is , however, less time to run up blind alleys. Recognize all quality leads and opportunities quicker.
3. Rely more on referrals, repeats, orphaned customers. Vertically integrate your existing customers.
4. Double your prospecting time. NOW!.
5. Personalize everything: cards, emails, letters, notes, etc.
6. Utilize the most expedient process you can in order to maximize your impact. Use mail, email, telephone, and get referrals.

Remember; Activity! Activity! Activity!

 

"Great food for thought. Very Good refresher of what you need to do to keep the batteries charged so you can be successful. Reminds me to focus on quality, benefits & value. Provides a lot of encouragement. I loved the prospecting tips and the reminder to "keep the pipeline full."
David Perkins, Financial Advisors
UBS Paine/Webber