NH_Clark
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The keys to great salesmanship are, in order of importance, customer insight and flexibility. Insight into your target buyer -- org structures, needs, politics, decisionmaking flows and hierarchies, industry position, etc. -- is crucial. It basically tells you exactly what your buyer would like to buy. Flexibility is the other component, and there is a tiny bit of amorality to it. Chances are, your product or service isn't going to be a perfect fit with a prospect's exact needs. You need to know how to fit your square peg into the prospect's round hole by making your peg seem as round as possible. Don't lie about what you're selling, but be acutely aware of the areas of overlap between your product's benefits and the target's needs.
+1 In my experience, Miller Heiman is good.. TAS (Target Account Selling) is decent... there is a relatively new one out called Holden Power Base Selling... I like it as it requires sales reps look past the Org Chart and figure out who the true decision-makers are in a company. Some skills can't be taught... empathy, attentive-listening, innate ability to build rapport & trust... those are things you should bring to the table. Also, don't underestimate the need to identify a truly broken business process... companies won't spend money on something that doesn't hurt enough. Lastly, if you can't address how your product/service either makes them money or saves them money.. don't bother.