Experience and Passion 

Watch and Listen Here:   Sales and Soft Skills

Yes, your technical skills and the deep knowledge of how your product works are important. However, they are a given in this highly competitive market where you work. Don't lament the effort you took to get there. Simply be aware that you need to differentiate your company, your products and yourself.

It is also critically important to practice emotional intelligence. Be aware of the DISC personality profiles and work diligently to apply them in every selling situation. Research your prospects and be aware of the constraints they are operating under. 

Discover the prospect's capital budgeting process and the calendar time frame where the funding takes place.

Be aware of your competition's strengths and weaknesses. Do they have signed supply agreements in hand with your prospect? When does it end? (Be aware it is very difficult to unseat an incumbent supplier) 

Have they established trust bonds with the primary decision makers that will require you to place more effort in that area?

Are there company approved brand names which lock them into a strong relationship with your prospect?

Gather your sales and marketing team together and brainstorm your competitive advantages versus your competitors.

Remember this is a process, not a Hollywood movie plot where final decisions are made in two hours or less.

Gary D. Seale - Author

www.truconbd.com