Leadership is an essential component in order to be a dynamic and successful sales person. In this section, you will read articles from the Advantage Point System of Sales Training to develop the leadership skills you need for success!

The Essentials for a Successful Sales Career

Knowledge

• Product knowledge
• Self knowledge
• Customer knowledge

Focused Vision

• Values
• Priorities
• Goals

Faith

• Dealing with doubt
• Keeping the faith
• Self motivation

Initiative

• The productive daily schedule

For more information on this topic, please check out Tom McKee's article—More Money, More Flextime.

Presentation Skills: (The seven most important presentation skills)

• Preparation
• Listening and asking questions
• Discovering felt need
• Sound biting your point
• Using the most powerful technique to communicate your point--the story
• Nurturing the sale
• Closing

Talking the Sale into the Ground

• Talking to the Ear Instead of the Eye
• Avoiding Closure
• "Winging It" Instead of Preparing the Sales Presentation
• Trying to Change Behavior Rather Than Belief
• Failing to Find the Felt Need
• Assuming that Attention Is Interest
• The 5 Essentials of Successful Sales
  • Knowledge
  • Focused Vision
  • Faith
  • Initiative
  • Presentation Skills