HR Diary: “The 8 Most Crucial Sales Skills”

HR Diary: “The 8 Most Crucial Sales Skills”: "SKILL #1: Building the Buyer-Seller Relationship . Salespeople need to develop a better understanding of the buying process that c..."

“The 8 Most Crucial Sales Skills”

• SKILL #1:  Building the Buyer-Seller Relationship.  Salespeople need to develop a better understanding of the buying process that customers actually follow-the real decisions they make, and when they are made. Then salespeople need to match their sales process with the customer’s buying process.  When this is done, salespeople begin to walk arm-in-arm with the customer as they arrive at the best possible solution.
• SKILL #2: Planning the Sales Call. Most companies today lack a well-defined sales process.  Very few have documented the sales practices that lead to strong commitments from customers. As a consequence, salespeople don’t plan sales calls properly. For instance, every call should end in some kind of commitment from the customer-an agreement to do something that will move the process forward.
• SKILL #3: Asking the Right Questions. Most salespeople do not ask the right types of questions, even if they prepare questions prior to the sales call, which most don’t. The impact of poor questioning skills is enormous. It leads to resistance in the form of stalls and objections, bad presentations that offer improper solutions, failure to differentiate from the competition-and missed sales opportunities.
• SKILL #4: Business Acumen. If you’re going to help your customer become more successful you need to know how businesses work in general, how your customer’s industry works, how your customer addresses their target market and how your firms offerings can help them better serve their own customers.  Without business skills, you’ll never have the credibility needed to sell
• SKILL #5: Actively Listening. Sales pros miss important cues and information by talking too much itself and their products.  It’s much more important to shut up and let the customer talk.  Yes, you should guide the conversation, but then listen and digest properly we learn so much about what the customer really wants, so that you can position your offering appropriately.
• SKILL #6: Presenting Meaningful Solutions. Most salespeople claim that this is the skill they are best at. In fact, we as managers tend to hire people who have “the gift of gab.”  In reality, quality is far more important than quantity when it comes to making presentations. When salespeople zero in on presenting only specific solutions to previously agreed-upon needs, they rarely fail.
• SKILL #7: Gaining Commitments. If you really think about it, the only reason to employ salespeople is to gain customer commitment. Yet, when asked, most salespeople admit that this is their weakest skill. Research suggests that almost two thirds of salespeople fail to ask for commitment on sales calls. Any effective sales training program must have a solid solution for this problem.
• SKILL #8: Managing Your Emotions. The way sales pro explain to themselves the causes of their successes and failures is vitally important. Developing a style that sees adversity as temporary and isolated builds the mental toughness, emotional resilience and patience to bounce back from setbacks and be proactive when the time is right.

Stay away from Anger... It hurts ... Only You!!!

The Buddha explained how to handle insult and maintain compassion. One day Buddha was walking through a village. A very angry and rude young man came up and began insulting him. "You have no right teaching others, he shouted." You are as stupid as everyone else. You are nothing but a fake."

Buddha was not upset by these insults. Instead he asked the young man "Tell me, if you buy a gift for someone, and that person does not take it, to whom does the gift belong?"

The man was surprised to be asked such a strange question and answered, "It would belong to me, because I bought the gift."

The Buddha smiled and said, "That is correct. And it is exactly the same with your anger. If you become angry with me and I do not get insulted, then the anger falls back on you. You are then the only one who becomes unhappy, not me. All you have done is hurt yourself."

"If you want to stop hurting yourself, you must get rid of your anger and become loving instead. When you hate others, you yourself become unhappy. But when you love others, everyone is happy."

The young man listened closely to these wise words of the Buddha. "You are right, o Enlightened One, "he said. "Please teach me the path of love. I wish to become your follower."

The Buddha answered kindly, "Of course. I teach anyone who truly wants to learn. Come with me."

Beautiful Quotes

If you are right then there is no need to get angry, And if you are wrong then you don't have any right to get angry.

Patience with family is love,
Patience with others is respect,
Patience with self is confidence and
Patience with GOD is faith.

Search a beautiful heart not a beautiful face.
Beautiful things are not always good but
good things are always beautiful.


Do you know, why God created gaps between fingers? So that someone who is special to you, comes and fills those gaps by holding your hands forever.