There are few really profound truths about selling, and fewer still are the people who know how to communicate them. One of these rare creatures is John Asher the CEO of the eponymous sales training firm. I interviewed John a few months ago — a fantastic conversation in which I learned a great deal.
However, the thing that really struck me from that coversation was what he called the “ten skills” that every sales rep must possess in order to reach the pinnacle of sales success. Here’s my (slightly reordered and edited) version of these skills:
- Skill #1. Researching prospects and organizations prior to first contact.
- Skill #2. Asking questions and listen more than you talk.
- Skill #3. Focusing on a few top prospects and contacting them frequently.
- Skill #4. Cultivating insider “coaches” to understand customer requirements.
- Skill #5. Solving problems and overcoming objections as a consultant.
- Skill #6. Creating long-term relationships with prospects and customers.
- Skill #7. Communicating appropriate messages (e.g. value propositions).
- Skill #8. Recognizing when the prospect is ready to buy.
- Skill #9. Knowing how to close the sale when the time is right.
- Skill #10. Getting referrals and then following up on them.
Readers: Is this a complete list? What other skills would you add?
UPDATE (7/2): Readers suggest some additional skills, which I’ve posted in “Ten MORE Top Sales Skills.“
