Sales Skills Tip #1: Engage prospects to discuss their business challenges.The latest data shows that top sales performers engage prospects to discuss their business challenges far more than average and underperforming salespeople do. The research here is astounding: In a recent study, we found that
Sales Skills Tip #1: Engage prospects to discuss their business challenges.The latest data shows that top sales performers engage prospects to discuss their business challenges far more than average and underperforming salespeople do. The research here is astounding: In a recent study, we found that top sales performers ask twice as as many business-related questions as their counterparts.
Sales Skills Tip #2: Come off as a real human being.This probably goes against what you've been taught over the years, in terms of how you should present yourself to prospects. Most salespeople are taught to put on a cheerful, high-energy, excited, and enthusiastic face in selling situations.
Sales Skills Tip #3: Appear as the distinct expert.This is one of the most interesting pieces of data to come out of our internal research study. Top performers see themselves distinct experts in their field. As a result, they come off as distinct experts to their prospects.
Sales Skills Tip #4: Don't push prospects to buy.Do you remember those great old movies like Boiler Room or Glengarry Glen Ross? There's always a magical moment in these films, right at the end of the sales presentation, when the salesperson comes in and pushes the prospect to buy. The prospect is coming up with objections and saying all the reasons why they won't buy. But the tough salesperson just keeps on pushing and overcoming the objections, one after the other. Ultimately, they win-and the prospect buys.
Sales Skills Tip #5: Consistently add to your pipeline.This might sound obvious, but top sales performers consistently add to their pipelines. They don't show up at the office in the morning, scratch their heads, and ask themselves, "What do I have to do today to drum up sales?" They already know exactly what to do to add to their pipeline every single day.
Sales Skills Tip #6: Be willing to sell higher up.This is one of the sales skills that takes confidence more than anything else. Top performers simply have the guts to sell higher up within an organization. That doesn't just mean calling on the CEO, but it also means selling to bigger opportunities. It means selling to bigger companies. It means creating big opportunities by going big.
Sales Skills Tip #7: Dialogue over monologue.Now we know that we need to be asking questions during selling situations. We need to engage people in conversation. You get it-you've heard this a million times.
But there's some new data out there that gives us some insight into how and when we should be asking those questions and talking to our prospects.
Sales Skills Tip #8: Understand the upside value.There's an important distinction between telling a prospect the ROI for your solution versus helping the prospect actually do their own math and come up with the upside value. Top performers ask questions that basically bake in the upside value of their solution.
Sales Skills Tip #9: Talk budget later in the process.Recent sales data that shows that top performers are actually discussing money and budget later in the sales process than average and bottom-performing reps. Average and bottom performers are typically talking money and budget much earlier in the process. This means they're coming out with a price pretty early on, while top performers only talk budget later in the discovery process.
Sales Skills Tip #10: Don't fight objections.Top performers don't fight back when they get objections. They're not getting into that arm-wrestling match where it's a back-and-forth test of wills. As I mentioned briefly earlier, top performers are addressing objections early on instead.
Sales Skills Tip #11: Discuss next steps.This is so simple, yet far too many salespeople aren't doing it to the degree that they should be. The data shows that top performers are spending more time in the sales process specifically discussing clear next steps.
So, there you have it. Now you know 11 critical sales skills all successful salespeople must have. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comment section to get involved in the conversation.