Sales Effectiveness Skill Builder

In an increasingly competitive world, an effective salesperson (no matter what they may be trying to sell) needs a wide variety of skills and competencies in order to be successful.

Research has indicated that the following skills are required in all four phases of the sales cycle:

1. Prospecting - positive temperament, organisational skills, active listening skills, drive and persistence.
2. Negotiating the sale - active listening skills, communication skills, relationship nurturing ability and exceeding customer expectations.
3. Closing - organisational skills, communication skills, drive and persistence.
4. Providing follow-up service - positive temperament, active listening skills, relationship-nurturing ability and exceeding customer expectations.

This Skill Builder explores these important competencies and is designed to help to raise your awareness of how you can build your abilities in these areas.

The Sales Effectiveness Skill Builder covers:

1. Reflect - thinking about your willingness and readiness to relate
2. Organise - asking if you and your business are organised for service
3. Communicate - interacting at the right level in the right way
4. Nurture - having credibility, commitment and communication
5. Tailor - being customer-oriented through listening
6. Persist - maintaining your follow-up efforts

What can Skill Builders be used for?

• Staff meetings or other group gatherings where time is limited and you want to discuss a specific skill or topic
• Pre-course work (to provide a brief and practical introduction to a topic)
• One-on-one or group coaching
• Self development
• Any other situation where a practical best practice process is required and time is limited