Maybe you’ve heard the saying that “a true sales person is born, not made”, and if you have, we’re here to tell you it is not entirely true. Although we can’t claim that there is no such thing as a “natural,” we also believe practice makes perfect. You can learn how to be good at sales, and we’re here to give you some essential tips and introduce you to the 10 skills your sales reps need to develop.
Remember, just because a member of your team not be a “born talent,” it doesn’t mean you can’t become very successful in sales. Read on and find out what you’ll need to work on in order to be the best at what you do…
10 Sales Skills Your Reps Need to Succeed
1. Listen… and Understand
First of all, you’ll have to listen to your customer very carefully and make sure you really understand not only what they want, but also what they need. What kind of an experience are they looking for? What is it that will make them fully satisfied with the product that you’re trying to sell them? You should see their expectations… and exceed them.
2. Ask Intelligent Questions
Now that you’ve listened to your customer, start asking qualifying questions. These will help you determine which benefits of your offer you should share with the buyer, because they are relevant to them. Not only will this show them that you really are paying attention, but it will help you present your product in the best light.
3. Learn Proper Techniques to Engage the Customer
Believe it or not, there’s a whole science behind it. Psychologists have researched different techniques that you can use to keep the customer engaged. From a strong handshake to fulfilling your promises, everything matters when it comes to sales. Once you get comfortable using these strategies, you’ll start wondering how you ever worked without them.
4. Don’t Close. Help!
The customer doesn’t want to feel like the only goal of your communication is to close the deal. Show them that you are there to help them. Replace “always be closing” with “always be helping.” It may be tough at first but you’ll see how much it will pay off once you start implementing it.
At the end of the day, sales people are problem solvers and should always be providing value to prospects.
5. Establish Trust
This is connected to the previous point. When you help people and make them feel like they are important to you, they begin to trust you. And, when they trust you, they are more willing to do business with you. It’s quite simple, really.
6. Be a Copywriter
Being a sales person no longer means just being a good talker. In today’s world, when online communications are getting more and more common, you also need to be a great writer. Yeah, we know – that’s easier said than done, but keep in mind a few simple rules and you should be good to go.
Sales and marketing are more intertwined than ever before. Want to get started writing? Contribute to the Criteria for Success Blog! Learn more by clicking here.
7. Make it Personal
No generic emails, no generic phone calls and certainly no generic approaches to customers. You should already know this, but we can’t not mention it. Tailor your pitch to the demographics of the buyer or the business you’re communicating with, show them that you’ve done your part of the job and research and make it clear why they need your product. Examples from their surroundings will go a long way, too.
8. Be Brief
We’re living in a time when everybody is in a hurry and nobody has time for long talks and negotiations. Present new information as it is, don’t try to put too much in front of your buyer – make it up to three main points per conversation – and be concise. They’ll appreciate it, and you, for it.
9. Don’t Forget Social Media
This may not be the most common of sales skills, but it's definitely important. Facebook, Twitter, Instagram and the other social media sites are actually great platforms to engage your buyers. Use them in the best possible way to approach, or maintain the buyers by showing them that you really do want to know them better and interact with them even outside of your company.
10. Maintain Post – Sale Relationship
If you thought that your job ends once you’ve reached your goal of selling whatever it is you’re selling, think again. Although it is easy to forget to maintain relationships with your previous buyers, it is very important not to. Not only does it show your great manners and appreciation for the customers, but you can be sure that they’ll come to you again next time, and even refer you to some new buyers.
To Sum Up…
Sales are changing along with our world and there are new skills to be learned and new strategies to uncover. But don’t worry, it’s nothing too complicated and, although it takes some work to get there, it pays off… big time.
Have an other sales skills to make any sales team successful? Let us know in the comments!
As a freelance writer and contributor, Laura Buckler’s vast experience in the world of social media marketing and sales means that her written content is always in-depth and hands on. You can follow her on Twitter for all new updates.