CUSTOMER ENGAGEMENT


Sharpen Your Skills DAN DUFFY


Whether you are an experienced sales profes- sional, a newcomer to sales, or work in a sup- port function, there is always something you can do to sharpen your skills. Salespeople often get derailed from attaining the level of performance they desire. They become blindsided to common pitfalls that true sales pros know how to avoid.


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Knowing what not to do becomes as important as knowing what to do. Successful sales pros know how to


identify 10 death sentences that kill a sale – and to apply strategies to eliminate each one.


THE FIVE-PHASE CYCLICAL SALES APPROACH The sales process can be summarized into five essential elements, each of which has to be present during a sales pro’s interactions with a customer in order for the contact to be consid- ered a sales contact and not a social contact. These elements are: Plan- ning, Listening, Presenting, Handling, and Closing.


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