sales skills what is missing in sales

What makes a great salesperson? After reading online articles and numerous interchanges in various sales training discussion groups, various topics emerged including:Top sales skills
Great cold calling success
Self-improvement by through books to additional training
As I reflected upon many of the responses, I realized that those engaged in selling their products or services be them small business owners, independent sales professionals, realtors, financial advisors, insurance agents, corporate salespersons to even C Suite level executives have truly failed to assess and determine what makes a top sales performer in today's relationship selling marketplace.Today more than ever before,o successfully be a top selling professional demands that you understand education based marketing and relationship selling within the sales process. Sales Training Coaching Tip: Marketing is getting attention and developing the relationship. Selling is uncovering needs, presenting the case, earning the and delivering the sale. Do not confuse these two terms because to do so will keep you from earning the sales or what some call closing the deal.Take a moment to think what talents are necessary to be successful so that someone will trust you enough to exchange their profits (hard cold cash) or disposable income for your products or services. From my experience, there are probably 3 general categories or what I prefer to call buckets.Goal setting, planning & achievement - How well do you manage your production actions including both short and long terms?

Sales skills - How well do you know and then leverage your talents to further achieve your goals?

Time management - How well do you utilize this limited, non-renewable resource?

Beyond the missing knowledge about talents, another missing piece is the lack of knowledge about how we as individuals make decisions both externally and internally. Dr. Robert Hartman did extensive work specific to this field of study (science of Axiology). Hartman supported this field of research through the creation of a mathematical assessment to further validate that people made decisions using three (3) filters:Head - Systems - Thinker
Heart - Intrinsic - Feeler
Hands - Extrinsic - Doer
Additionally, he assigned biases connected to each of these filters.By having metrics that are deductive and objective with a validity coefficient around.92 versus inductive, subjective with a validity co-efficient around.85 provides the foundation for a solid performance appraisal to that those in sales can work more efficiently (doing things right) and effectively (doing the right things). Additionally, a solid assessment instrument can help you navigate the Law of Process or what is also called Gordon's Learning Ladder.If you truly wish to be the Red jacket, stand out in the crowd, then invest the time to:Know who you are
Choose who you want to be
Create what you wish to become

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