Supporting Skills for Seller-Doer (RLOCK) Activities
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Relationship building. Build rapport through verbal- and non-verbal communication, active listening, social awareness, and etiquette.
Personal influence. Persuade individuals via logic, emotion, diplomacy, and assertiveness.
Presentations (general). Deliver effective talks such as project presentations, technical education sessions, and webinars.
Sales interview presentations. Make winning sales presentations, i.e., short-list interviews.
Business writing (general). Write clearly to inform or persuade.
Proposal writing. Write winning proposals and letters that close business.
Marketing writing. Write effective marketing collateral, project descriptions, web content, and mail/email direct marketing content.
Storytelling. Tell stories that engage and influence the listener.
Market research. Gain industry knowledge, client intelligence, and competitor understanding.
Personal marketing planning. Create a personal plan, or road map, for helping to grow the business.
Go/No-Go decisions. Distinguish good pursuits from poor opportunities.
Content marketing. Use the internet to get found, build authority, and engage with prospects and clients.
Questioning. Ask consultative selling questions that uncover buyer needs.
Negotiation. Agree on mutually beneficial terms to form a contract.
Customer relationship management systems. Use CRM systems to manage leads and opportunities.