| Stage in Sales Process | Key Competencies Required |
| Strategic Planning |
Business acumen Organising and planning Effective questioning Understanding value Courage to walk away Priority Setting |
| Market Research |
Organising and planning Effective questioning Active Listening Solution Selling Functional technical skills Strategic networking Customer focused |
| Prospecting |
Organising and planning Effective questioning Priority Setting Active Listening Strategic networking Drive for sale Handling Objections Written communication |
| Prioritising Opportunities |
Organising and planning Priority Setting Strategic networking Written communication Courage to walk away |
| Making Appointments |
Effective questioning Active Listening Solution Selling Customer focused Presentation skills Drive for sale Handling Objections |
| Call Planning |
Effective questioning Customer focused Priority setting Organising and planning Handling Objections Sales process focus |
| Meeting the Client |
Effective questioning Understanding value Active Listening Solution Selling Functional technical skills Presentation skills Strategic networking Drive for sale Handling Objections |
| Align Discussion Document |
Understanding value Courage to walk away Solution Selling Functional technical skills Customer focused Handling Objections Presentation skills Drive for sale Written communication |
| Quote/Proposal/RFT |
Courage to walk away Solution Selling Functional technical skills Presentation skills Written communications Sales process focus |
| Negotiate |
Business acumen Effective questioning Understanding value Courage to walk away Active Listening Solution Selling Presentation skills Drive for sale Handling Objections |
| Close |
Business acumen Planning Presentation skills Drive for sale |
| Implement |
Organising and planning Functional technical skills Customer focused Integrity Uncompromising Quality of work |
| Internal Review |
Active Listening Handling Objections Sales process focus |