1. Authoritative
Suggested Development Activities
• Become an ‘expert’ in your product such that you can easily translate features of the service or product into
benefits and value. Think of potential benefits ahead of time as well.
• Also develop strong knowledge of the industry you work within
• If you conduct the type of sales where it is appropriate, take the time to research key clients and their businesses
• Use your expertise as an effective power-base
• It is not only the facts that are important. You can project authority by developing strong, relevant opinions that
prospects will be interested to hear
• Seek feedback from colleagues on how to make your sales pitches more convincing, and implement any suggested
improvements.
• Prepare your facts before arguing a case. Check the accuracy of all critical facts and details, and examine any
underlying assumptions underpinning your information.
• Practice reframing information gathered in conversations such that you can speak expertly about that which you
have just learned
• Tell others you feel confident in your ability to deliver
• It is important that you are being seen to work successfully. You could talk confidently about your work with
others without being unduly brash or immodest. Make sure that people realise how much pride you take in your
work and notice your ideas and achievements
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