Key Sales Skills Development
Key Sales Skills Development: The key sales skills needed to engage customers or prospects, and succeed in today's digitally influenced selling environment.
Your business acumen empowers you to own your Mistakes. You don’t shift the blame, if a
deal or interaction goes wrong, you work hard to correct it. You focus
on making it as right as possible and then move on.
The rules andinteractions between sellers and buyers are being rewritten. A new type
of buyer has entered the sales process, one who is practically a digital
native, informed, armed with information and couldn’t care less about
the outdated sales techniques still being used to snare them.
of buyer has entered the sales process, one who is practically a digital
native, informed, armed with information and couldn’t care less about
the outdated sales techniques still being used to snare them.
Our key sales skills need a reboot so we are aligned to the new buyer’s journey and
way of thinking. Sales skills that are more collaborative, intelligent,
positive and interactive. The great asset any business may have in an
increasingly commoditized world is the key sales skills of its
salespeople to nurture relationships with buyers.
way of thinking. Sales skills that are more collaborative, intelligent,
positive and interactive. The great asset any business may have in an
increasingly commoditized world is the key sales skills of its
salespeople to nurture relationships with buyers.
Every salespeople with the determination to succeed needs to update themselves of how the
various influences and channels are changing the way buyers buy.
various influences and channels are changing the way buyers buy.
Technology, data, content, AI and social channels will drive the sales process of the
future. The key sales skills needed to flourish within this new reality
will reflect the way buyers will and want to interact with vendors.
future. The key sales skills needed to flourish within this new reality
will reflect the way buyers will and want to interact with vendors.
So, what are some of the key sales skills every salesperson will need to thrive, not just
for the here and now but also for the foreseeable future?
for the here and now but also for the foreseeable future?
Business Acumen.
Even in the digital era, people still buy people. So apart from being really
knowledgeable on our own product and services, we also need to know the
exact value they bring to that specific buyer. Selling is about to
become highly personalized (using data and AI), so we need to know about
the trends, markets, industries and challenges of every customer we
want to do business with.
knowledgeable on our own product and services, we also need to know the
exact value they bring to that specific buyer. Selling is about to
become highly personalized (using data and AI), so we need to know about
the trends, markets, industries and challenges of every customer we
want to do business with.
To be a real partner in the sales process, we also need to know the internal workings
of a business, how they do business, how they see their future, what
could impact or accelerate their growth and all of this with no
self-interest on our part. It’s a customer first strategy.
of a business, how they do business, how they see their future, what
could impact or accelerate their growth and all of this with no
self-interest on our part. It’s a customer first strategy.
Savvy buyers will only want to interact with salespeople who are credible in business,
with a higher level of expertise on the solutions available to the
buyer, a salesperson who can collaborate with patience.
with a higher level of expertise on the solutions available to the
buyer, a salesperson who can collaborate with patience.
Buyers also want salespeople to educate them, provide insights and neutral information on
the technologies that could be of value to them in hitting their Goals
(not ours!!).
the technologies that could be of value to them in hitting their Goals
(not ours!!).
So, one of the key sales skills is business acumen, the understanding of the risks and
opportunities in business, how business operates plus judgement and
financial skills.
opportunities in business, how business operates plus judgement and
financial skills.
Learn to Master a Multi-Channel Sales Process
B2B buyers now display a lot of the same characteristics as B2C buyers (because they
buy online for themselves), so more and more of their buying journey is
now via digital and on the social media channels.
buy online for themselves), so more and more of their buying journey is
now via digital and on the social media channels.
Sales success doesn’t come to those who are smartest. Sales success comes to those who
see opportunities and take them, these sales opportunities are now to
be found in a multi-channel sales environment. Key sales skills such as
social selling, digital selling, sharing stories via content, having
social conversations, engaging and connecting with prospects online,
nurturing relationships online need to be acquired or ingrained.
see opportunities and take them, these sales opportunities are now to
be found in a multi-channel sales environment. Key sales skills such as
social selling, digital selling, sharing stories via content, having
social conversations, engaging and connecting with prospects online,
nurturing relationships online need to be acquired or ingrained.
As a salesperson you will become a master of research. You will learn to use social
media, news, data and triggers to research and prepare for every
interaction with a customer or prospect.
media, news, data and triggers to research and prepare for every
interaction with a customer or prospect.
Nearly every sales organization will become a social sales organization, they will be a
multi-channel seller in every sense. In fact, “social reach” to
customers, prospects and influencers will become a critical business
KPI.
multi-channel seller in every sense. In fact, “social reach” to
customers, prospects and influencers will become a critical business
KPI.
Salespeople will need to learn social etiquette and the differences between selling into a digital V analogue world.
Customer First Approach.
The modern buyer doesn’t care what you have to sell, they care about solving their pain
points and challenges. The last thing they need is another salesperson
plugging how great their products are. The biggest challenge to getting
an opportunity started is getting a customer or prospect to listen in
the first place. But they won’t listen to vanilla type sales pitches
anymore. To get customers to listen, we must have a customer first
approach with all our sales activity.
points and challenges. The last thing they need is another salesperson
plugging how great their products are. The biggest challenge to getting
an opportunity started is getting a customer or prospect to listen in
the first place. But they won’t listen to vanilla type sales pitches
anymore. To get customers to listen, we must have a customer first
approach with all our sales activity.
Instead of listing off numerous facts or benefits about the products, successful
salespeople will focus on understanding the business challenges that the
customer is facing. They will be comfortable putting aside the sales
pitch to discuss the business environment that is affecting the
customer. They will need to display a high level of competence in active
listening, that the customer can see the salesperson is far more
interested in their business than getting a sale.
salespeople will focus on understanding the business challenges that the
customer is facing. They will be comfortable putting aside the sales
pitch to discuss the business environment that is affecting the
customer. They will need to display a high level of competence in active
listening, that the customer can see the salesperson is far more
interested in their business than getting a sale.
This is a change in the sales mindset. It’s a mindset of acquiring loyal customers rather
than selling products. A mindset that says, however I leave a customer,
I’ll leave with a relationship. A key sales skill will be the customer
first mentality, comfortable discussing the future of the customers
business, with or without your product.
than selling products. A mindset that says, however I leave a customer,
I’ll leave with a relationship. A key sales skill will be the customer
first mentality, comfortable discussing the future of the customers
business, with or without your product.
Work on Your Own Sales DNA.
Sales DNA may not sound like one of your key sales skills
to master. However, we believe that what is in a salespersons sales DNA
will also clear the road to their sales success. You will have personal
goals to achieve, be a self-starter and enjoy the challenges of the
modern sales process. Then you will be persistent, consistent and
competent in every sales activity you undertake. Because you will know
that if you are to thrive in today’s digitally, commoditized and
socially influenced business world, you need to have a system for
continually updating your Sales DNA.
This means you are goal-oriented. As a future thinking sales
professional, you learn the skills to take charge, lead a meaningful
business conversation, and when the time is right, sell with confidence.
You will know your sector well enough to anticipate and respond to
concerns or issues that customers raise without panicking and then to
tailor your offerings so they match with the customers priorities.
to master. However, we believe that what is in a salespersons sales DNA
will also clear the road to their sales success. You will have personal
goals to achieve, be a self-starter and enjoy the challenges of the
modern sales process. Then you will be persistent, consistent and
competent in every sales activity you undertake. Because you will know
that if you are to thrive in today’s digitally, commoditized and
socially influenced business world, you need to have a system for
continually updating your Sales DNA.
This means you are goal-oriented. As a future thinking sales
professional, you learn the skills to take charge, lead a meaningful
business conversation, and when the time is right, sell with confidence.
You will know your sector well enough to anticipate and respond to
concerns or issues that customers raise without panicking and then to
tailor your offerings so they match with the customers priorities.
deal or interaction goes wrong, you work hard to correct it. You focus
on making it as right as possible and then move on.
Finally, as someone who has a vision of their own sales success, the last of the key sales skills is that you take responsibility for your self-development, results and outcomes in your sales career.
Comments
Post a Comment