Sales Skills

A sale is the act of selling a product or service in return for money or other compensation. Signaling completion of the prospective stage, it is the beginning of an engagement between customer and vendor or the extension of that engagement.

The seller or salesperson – the provider of the goods or services – completes a sale in response to an acquisition or to an appropriation or to a request. There follows the passing of title (property or ownership) in the item, and the application and due settlement of a price, the obligation for which arises due to the seller’s requirement to pass ownership. Ideally, a seller agrees upon a price at which he willingly parts with ownership of or any claim upon the item. The purchaser, though a party to the sale does not execute the sale, only the seller does that. To be precise the sale completes prior to the payment and gives rise to the obligation of payment. If the seller completes the first two above stages (consent and passing ownership) of the sale prior to settlement of the price, the sale remains valid and gives rise to an obligation to pay.

Key Learning Points:

• Chapter 1 – The Sequential Model of Professional Selling
• Chapter 2 – Attitudes of Success: Five Pillars
• Chapter 3 – Planning and Preparation: Measure Twice, Cut Once
• Chapter 4 – Time Management: It’s About Time
• Chapter 5 – Prospecting: I Know Where You Are Hiding
• Chapter 6 – Building Rapport and Trust: Behavioral Flexibility
• Chapter 7 – Discovery: Game Day
• Chapter 8 – Presentation Skills: Value-Added Solutions
• Chapter 9 – Confirming the Sale: Closing
• Chapter 10 – Creative Negotiation: There is Always a Way
• Chapter 11 – Action Plan: Implementation
• Chapter 12 – Follow-Up: You Never Call or Write Anymore