Quality sales skills are integral to an effective, efficient and strong-performing sales person. Sales skills fortunately can be learned over time and, unlike talents, are not innate. Anyone with a desire to learn sales techniques can be an effective and efficient sales person. Mastering these skills can turn mediocre sales staff into exceptional sales staff.
The five most important sales skills that can be learned are:
- Being Motivated
- Being Persuasive
- Being a Good Listener
- Establishing and Maintaining Relationships
- Building and Maintaining Self Confidence
Motivation to succeed is a trait that all exceptional sales people possess.. Motivation can be drawn from a variety of places, but usually it comes from identifying a goal within the sales role that the sales person then strives to attain. For many it is a paycheque or bonus, for others it is the success and satisfaction of closing a deal. Often the drive to do better is a major motivator. Motivation is a skill that can take a sales person from an entry-level position right to the top.
Being persuasive is another key skill for sales people. The sales role is based on convincing customers of the benefits of a product or service to the extent that they feel they must have it. Being persuasive is about making a positive emotional connection with customers, ultimately gaining their trust. If the customer has a positive feeling towards a sales person, they are more likely to buy. Learning to be persuasive requires learning the product, as well as understanding the customer. Customers are people and, as such, like to feel good. Getting to know the customer and what they respond to goes a long way to successful persuasion. Being a good listener may seem counter-intuitive, considering most sales people are good talkers, but the reality is that listening is a vital sales skill. Understanding what the customer is looking for and what their problems are, is key to being able to provide them with a solution. Listening is a skill that involves asking the right questions and letting the customer provide the answers, which will ultimately aid the sales person in closing the deal.
Establishing and maintaining relationships with customers is crucial to the success of a sales person. Often, if you establish good relationships with customers, they will become repeat buyers and will refer their family and friends as well. Establishing and building customer relationships will help create a network that new customers can be derived from. This skill requires a little effort to master, but will increase a customer base and sales.
Building and maintaining self-confidence is incredibly important. Sales roles can be tough, particularly when dealing with a large number of rejections daily. As such, being confident is important. The ability to brush off rejection and not take it personall is a sales skill that is learned over time. It starts with affirmations and beliefs about oneself, enabling the sales person to let rejections pass without giving it too much thought. By focusing on customers who are receptive to a product or service and are more likely to buy, sales people can build and maintain confidence in their abilities. Of all the skills mentioned, building and maintaining confidence is one of the most time-consuming, yet attainable sales skills.
Sales Skills are as Important as a Good CRM
Regardless of whether or not you possess all the sales skills to be successful in the industry, it is important to remain up-to-date on the latest developments with training courses that can assist in refreshing your pitch. Not only does it take a good sales personality to be successful, many companies are implementing CRM systems that help their sales staff stay organized and on top of the latest leads. In addition to this, managers are better able to keep track of their staff to ensure they are making the most of their time and their tools.