Tag Archives: personal skills

Sales Management Strategies: How to sell value that your customers will pay for. Why does your sales team lose sales to “lower price” competitors? There is a wonderful quote by Mack Hannan, author of Consultative Selling who expresses this concept so succinctly, he says, “Unless you know your value all you can sell is your cost- If you cannot price your value all you can price is your cost!” Essentially what Hannan is saying is that when your sales people focus on what goes into your products and services, all the features, benefits, and performance outcomes, (what your product/service does), … Read more

Part 4.3 – Selling Skills – Knowledge Power: Product Knowledge In the previous 2 newsletters we mentioned the 3 types of knowledge that professional salespeople must have if they are ever to reach their potential for themselves and for their organizations they sell for. At the risk of repeating myself one last time, they are: 1. Product knowledge 2. People persuasion skills 3. Self knowledge management. Finally today we will scrutinize the important role that product knowledge (P.K.) plays in selling. We will look at the key elements required to become proficient in P.K. to ensure that you build confidence … Read more

Selling Techniques – Putting Empathy Into Action “Empathy is trying on someone else’s shoes – Sympathy-wearing them” Unknown Empathy is an emotional skill and is necessary to both understand and practice if you are going to be one of the great ones. The best way to understand empathy is to recognize it. The following are a few example of empathy in motion. 1. “Would it be possible to get a new pair, because it’s a manufacturing fault and I need to go jogging this evening?” asked the rather unhappy customer. “I’m sorry sir, but our companies’ policy is to send … Read more