Selling Technique - Some Requisites

Some Requisites

Good selling involves asking questions to elicit the prospect's needs and desires and finding the appropriate product or service that meets those needs and that the prospect is willing to pay for. If good prospecting (qualifying) is done, then the prospect may already be well suited to the product or service and the salesperson simply needs to lead the prospect to act on the desires and needs he/she has. A good salesperson is much more knowledgeable about their product or service than the prospect could ever likely be and can offer valuable information and insight to the decision making process.

Several universities now offer courses, or degrees, in selling. The annual National Collegiate Sales Competition is held at Kennesaw State University. This event draws student contestants from Canada, the USA and Mexico.