The Six Critical Skills of Selling: Are They Relevant Today?
Richardson Sales Performance’s Six Critical Skills are invaluable at all levels of the sales organisation, as they provide a consistent methodology for sales reps. The Six Critical Skills represent the heart of the Richardson Sales Performance sales framework and are the foundation of a client-focused sales process.
They allow users to create the building blocks for engaging dialogue, understanding client needs, closing business, and building long-term relationships. The Six Critical Skills are:
- Questioning - determine client needs and obtaining in-depth information.
- Checking - keep the content interactive, and getting client feedback and input.
- Listening - understand client issues, and incorporating client ideas and priorities into your story.
- Presence - project confidence and creating a level of comfort with the client.
- Relating - establish rapport and building relationships.
- Positioning - tell your story from the client’s point of view, not yours.
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