A deep and extensive knowledge of the product is the basis for effective sales arguments. This basic skill provides your salespeople with the right answers when a customer asks a question about a particular product or service, as well as the right solutions when developing proposals. It's an important skill that must be developed before the sales process can begin. Salespeople may have charisma, strong communication skills, and organizational skills, but without basic knowledge of a product or service, everything else goes to waste.
If a seller lacks sufficient knowledge about the product, then there is nothing to talk about, there is nothing to sell to a potential customer. As a result, the entire sales process will go unnoticed. This is where the domain of the product or service offered saves the day. Business acumen isn't just for business leaders, but it's also a crucial skill for salespeople to provide customers with ideal solutions.
This important skill shows that your salespeople understand how the company works and can configure their sales strategy to align with customer pain points. Without business acumen and knowledge of the situation, your salespeople won't be effective in the early stages of the sales process. For example, a salesperson who sells artificial intelligence (AI) technology to a banking corporation must understand the business and have industry experience. In this way, the seller can better determine the objectives of the banking corporation and demonstrate how AI technology can be valuable to the company and its industry.
Business acumen is a skill that is rarely learned, but it can help your salespeople win over customers. To help your team quickly understand business acumen, create an online course for your team that includes the industries that are key to your business objectives, the factors that drive those industries, and the different departments, systems and processes that will help your team better understand your clients' businesses. To guide your team to refine their prospecting process and develop strategic prospecting, you can take advantage of free microlearning platforms and create courses that will analyze sales prospecting techniques through engaging and interactive marketing lessons. Active listening consists of paying full attention to the potential customer's problems, pain points and ideas without interruption before responding carefully.
This way, the problems and needs of your potential customers are clearly heard and understood. And, as a result, your salespeople can follow up on relevant questions, better guide the conversation, and identify solutions effectively and quickly. Active listening in sales requires discipline. Reinforce this skill in your team with the right courses to ensure that the sales process is moving in the right direction.
Empathy allows your salespeople to tune in to verbal and non-verbal signals, as well as to understand in depth the customer's feelings and emotions. This is an important skill that allows salespeople to fully understand the customer's pain points, fears, and concerns, even if it's not explicitly mentioned. As a result, salespeople can create emotional connections and build long-term relationships with customers. Contrary to common misconception, empathy is not a fixed skill, but it can be learned.
Develop and reinforce this skill in your team by creating an online course that describes the importance of empathy, how to develop this skill, and how it will affect your sales representative's commission. Or, you can check out free online courses to implement them on your team. Train your team in building relationships by describing techniques and approaches to building relationships. To improve knowledge retention and make the course more engaging, you can involve the team through remote discussion forums that will allow them to share with their customers the best practices they have learned in the situations raised.
Time management is the ability to optimize productivity in high-performing and income-generating activities. This is an often overlooked skill, but it has been proven to be an extremely important skill. In a study cited by Forbes, nearly two-thirds (64.8%) of sales representatives dedicate their time to activities that do not generate revenue. That's why it's important that your salespeople have a clear idea of the specific steps and length of the process to close a deal.
This is also where it helps to set priorities, delegate tasks and refine processes. There are some human efforts in which everything is important. One of them is leadership, where vision, intelligence, emotional intelligence, energy and a willingness to be accountable for difficult outcomes are needed. Sales are another of those efforts in which everything is important and in which errors are magnified.
Usually, those mistakes are the result of focusing on the wrong thing. Good salespeople are good salespeople because they focus on the right things. Research skills include the ability to collect, review, analyze, and interpret information. Every seller must have a complete knowledge of the market, the industry and, especially, of the customer and their current business situation.
Following your customers on social media such as Facebook, Twitter or LinkedIn will give you a good idea of what's important to them. Watch their social media posts and interactions and listen to the way they talk about their business. This will help you speak their language, which is crucial for establishing a connection. Find something you have in common to start the conversation.
Communication skills will be of no use if you don't listen to your customer. One of the first mistakes that occur in sales conversations is to start with a long presentation of the company. You should introduce yourself and your company very briefly because the customer doesn't care about you, they care about themselves. Instead of being egocentric, put them on stage and let them talk about your company and its challenges.
Actively listening to your customers is your only chance to understand what they're looking for. Customers like to do business with people they trust, so building a relationship with your customers is key. Emotional intelligence includes many different skills that are necessary to connect with people on a personal level. Some of the most important emotional intelligence skills are empathy, self-awareness and the management of emotions.
If you want to learn more about these and other emotional intelligence skills, check out our blog post on the importance of emotional intelligence in sales and sales leadership. Collaboration is the act of working with someone to produce something. In the case of sales companies, collaboration is essential to achieve positive results. Members of the sales team must support each other, but different departments must also work together to create the perfect customer experience.
Working with others as a true team will allow sales representatives to focus on the right details. That's why we've put together a list of 11 essential sales skills you'll need to be highly effective. There are many exercises you can do to practice empathy in a conscious way, such as literally imagining yourself in someone else's shoes and reformulating your thoughts on curiosity rather than judgment. Emotional intelligence allows you to understand how others are feeling and to manage both your emotions and those they feel towards you.
Confident people inspire confidence in others, so if you're confident in what you're selling, potential customers will feel that trust and will “believe” what you have to say. If you think you can improve this basic skill a little, there are many resources and exercises available online that will help you build your confidence and go from being a good salesperson to a great salesperson. Working 60 hours a week and barely achieving your sales goals isn't sustainable or fun. Working 40 hours a week and exceeding your sales targets is sustainable and fun.
Make sure you get enough rest. This way, when you're at work, you can always be 100%. Unwavering faith is the key to a great career in sales. However, self-confidence is not enough, you need to place your trust in 5 different areas.
The next key to Simon's sales success was “faith”, and it began with a story. To succeed as a marketer in the SaaS industry, you need to unwaveringly believe in 5 things. In any sales position, you get a lot of inconvenience. Picking you up every time can only happen if you believe in your product.
I mean, successful salespeople believe in the vision of their customers. If you know what your customer wants to achieve and recognize its value, you can share their passion. Of course, to be a successful seller you need unwavering confidence in yourself. Customers respond better to people who are positive, self-confident, and comfortable with themselves.
This mentality comes from believing in yourself, that you have everything you need to close the deal. The last word is Simon Kelly's. . .