Tham khảo tài liệu 'mastering the essentials of sales to close every sale_2', kinh doanh - tiếp thị, tiếp thị - bán hàng phục vụ nhu cầu học tập, nghiên cứu và làm việc hiệu quả | MASTERING THE ESSENTIALS OF SALES REMINDER If you want to shine like a star you must bring sunshine to others. that they don t realize their frustrations turn into flaws like a diamond s natural inclusions that lower its market value. What makes a good manager is similar to what makes a good diamond. While three of the four C s that make up the value of a diamond are dictated by nature humans control only one the cut. The goal of the diamond cutter is to maximize the amount of light reflected not to divert or obscure it. The goal of the manager is no different. 39 This page intentionally left blank 10 THE TRIANGLE OF SALES SUCCESS Many sales managers believe that solid product knowledge is the foundation of sales success. To sell well the theory goes salespeople need to develop a detailed knowledge of their product their markets and their customers. It s a useful theory but if knowledge alone were enough to succeed in selling engineers would be the best salespeople. And they aren t. Many sales trainers believe that to succeed in sales salespeople need more than knowledge They need to develop professional skills such as prospecting skills listening skills presentation skills negotiation skills closing skills and follow-up skills. It s true. Professional skills help close more sales. But experience tells us that there are many salespeople who are very knowledgeable and highly 41 Copyright 2006 by Gerhard Gschwandtner. Click here for terms of .
