There are three ingredients to effective selling. Fundamentally, you need to know your stuff (FM), possess the ability of connecting with customers to create a win-win (CC) and have bags of energy (M).
Success = FM x CC x M
Functional mastery (FM) is the term that defines our knowledge and understanding
The components of FM include:
Understanding the customers world
Knowledge of your products and services
Understanding of your company capability
Another way of viewing FM - If you can’t explain it you cant sell it!
Good selling is about problem solving - to solve problems you (and or the team) have to have FM
Customer Connectivity (CC) defines the process of selling, from preparation through to creating a win-win with your customers
Customer Connectivity can be also be viewed as the process of finding, winning and keeping customers
The amount of preparation you put in will have a massive bearing on your sales success - “Sales Gym” concept
Customer Connectivity and creativity skills work wonders
Sales teams and individuals must exhibit high levels of Momentum (M) and motivation
Compare you and your team to the equation.