With all the small business owners seeking to improve technical sales skills to increase sales, these efforts often overlook strategic thinking, processes and connectivity.
In a new book, Emotional Intelligence for Sales Success, the author Colleen Stanley, identified why specific sales skills such as asking leading questions often produce no results because these questions fail to be emotionally intelligence.? Emotional intelligence provides connectivity because people buy from people not conditioned sales robots always probing and failing to appreciate the buyer?s emotions.
For small business owners and sales professionals within the marketplace, the sales process begins with marketing not selling. Since 98.2% of all small businesses have 99 employees or less, most of these firms cannot afford their own marketing departments. They must rely on their sales people to attract attention and build relationships.
Additionally, support processes must be in place otherwise even the hardest working salesperson will not be successful when billing or shipping fails to do what they need to do to complete the sale. Sales Coaching Tip:? Misalignment between departments and within the organization drain critical small business profits and productivity.
Finally, strategic thinking goes beyond each earned sale.? By knowing the big picture of the organization (the vision), the current mission (key goals for the current year) and the values (accepted and agreed non-negotiable behaviors), allows those who sell to focus on the right type of ideal customers to increase sales as well as profits.
Even though many small business coaches, consultants not to mention all those authors focus on the technical sales skills, until the relationship has a solid emotionally intelligent foundation, then and only then, will the goal to increase sales with any sustainability will happen.
P.S. If you haven?t already registered for this FREE webinar, The 3 Dirty Words in Business on Thursday, December 6 from 12-12:30pm CST, please consider taking that action right now.
Source: http://processspecialist.com/increasesales/sales/small-business-sales-skills/
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