Doesn’t matter if you’re just starting your career path in sales, you have 10 years of working experience on your CV, or you just simply have gathered some insights from watching the NBC’s sitcom The Office – every salesperson is required to have a set of skills that are necessary to perform a job on a professional level.
From product and market expertise to messaging and value propositions, the development of the right sales skills results in a more meaningful relationship with every buyer.
You are a step ahead if you can use the latest software or understand Excel spreadsheets, but that’s just the starting point. If you aren’t someone who is able to develop relationships with customers, you won’t get very far.
So let’s dive deeper into what skills make a great salesperson.
1. Effective communication
This shouldn’t come as a surprise when we say that salespeople spend the majority of their day communicating. From sending emails to holding meetings or making phone calls, there are many techniques in which a salesperson needs to engage with the customer. Having reliable tools that enable you to contact your prospects is, therefore, a necessity.
2. Relationship with Technology
Nowadays, sales professionals should at least be comfortable around digital devices. With technology developing so rapidly, the top salespeople keep their knowledge of new products and new technologies up to date. As it is important to have good planning skills, along with competitor analysis, having good know-how of technology is a must.
3. Product Knowledge
Inadequate product knowledge will not get you far in the world of selling. Without having an intimate knowledge of the features, benefits, and weaknesses of what they are selling, any salesperson will have problems creating effective pitches and meeting customer needs. And moreover, demonstrating that you are an expert will undoubtedly generate trust among your customers.
4. Active Listening
Practicing active listening by understanding your clients’ needs and showing that you genuinely care will help you build a rapport. Active listening in sales requires focus as well as occasional follow-up questions These allow you not only to clear information from your clients but also to demonstrate that you are capturing everything they say.
5. Presentation Skills
Sales representatives are not only required to show the features of the product but also to convince customers that these features will solve their problems or will bring significant benefits. Unfortunately, many sales presentations become too feature-oriented, while they should concentrate more on the buyer’s challenges and needs. The presentation content and the sales message delivery need to be engaging and informative. So, good storytelling skills may come in handy.
Sales is a highly competitive field. You can identify which sales skills you need to learn or train to reach a higher level. The right selling skills listed on your sales resume will advance your career and get you to the success milestone!