Are Your Salespeople Doing These Things?

Lists . . . we love ’em. Here is a good one from justsell.com. 17 things a salesperson should continually be doing during the selling process. I’ll repost them all here with my emphasis:

positively expectant

enthusiastic

asking questions

listening

qualifying the opportunity (for both parties)

discovering hot buttons (what’s in it for them)

building rapport

establishing trust

developing credibility

developing a valuable relationship

addressing objections

planning next action steps

confirming understanding

asking for referrals

seeking additional opportunities to serve & sell

evaluating responses & results (positive/negative)

affirming decisions (minimizing buyer’s remorse)

Obviously these are all important selling activities. When you get down to the brass tacks of selling, it comes down to asking the right questions and then shutting your mouth and actively listening. The stereotypical image of a salesperson is someone who can tell a real stemwinder of a features/benefits story. That couldn’t be further from the truth.