Sales – Influencing

What people believe enough, they act upon. This step is designed to enable the salesperson to build value and overcome the tendency that many prospects have to place little belief or trust in what is told to them. It is this phase of the sale that solidifies the prospect’s belief in the supplier, product or service and salesperson.

These aptitudes are the basis for measuring your salesperson’s existing skills and natural abilities in this area.

Intuitive Decision Making - The capacity to make decisions by looking at the most essential elements and without all the facts or data.

Persuading Others - The capacity to influentially present one’s positions, opinions, feelings or views to others in such a way that they will listen and adopt the same view.

People Reading - How good is Jane at reading between the lines or understanding the body language, reticence, stress and emotions of others?

Understanding Prospects’ Motivations - How well does Jane understand the needs and desires of prospects, and how well does she use this knowledge to motivate them to succeed?

Prospecting • First Impression • Qualifying • Demonstrating • Influencing • Closing