Selling skills for enterprise reps

by Lilia Shirman on June 5, 2009

in Sales Tips

Your sales reps need to know how your customers think about their customers.     How educated are they about this? Everyone gets product training, but other desperately needed enterprise sales education topics are neglected.  Here are a few:

  • Listening skills
  • Customers’ industries, business processes, and critical business metrics
  • Usage situations (“use-cases”) of your products / services
  • Negotiation in a style that fits your brand and company character
  • Long-term account planning (Not the sales process. The relationship process.)
  • Research, information gathering, and asking questions to discover pains and opportunities
  • Presentation skills sans Power Point
Be Sociable, Share!

Previous post:

Next post: