Sales Process

salesprocess

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