It doesn’t matter whether you’ve been in a sales career for 15 years or 15 minutes, all salespeople want to be successful salespeople. No matter where you are in your career, it is important to take the time to assess your skills and consider: “Where can I grow more?”. Estadia’s sales experts are always looking at what it is that makes a salesperson successful, identifying the core skills they possess. Take a look at our list and see how many you have…
To open a full and informative dialogue between you and your prospect you will need to know the right kinds of questions to ask. Closed questions very often receive very short, factual answers. To be a successful salesperson you need more than just the facts. You need to know how your prospect feels about the challenges they face. When you know how to use open questions, that elicit longer, more detailed answers, you are best placed to present your product or service as the solution they are looking for.
An active listener is fully participated in the conversation, deliberately taking in information and being sure to make it clear that they comprehend the nature of what is being conveyed. This enables you to understand, not just to respond to your prospect. Every interaction with your prospect should result in them feeling valued and understood, this will build trust and give them confidence to buy from you.
Understanding that customers buy benefits, not features
“People don’t want to buy a quarter-inch drill. They want a quarter-inch hole!”
Theodore Levitt, Harvard University Professor.
Your prospect isn’t really looking for your product, they’re looking for the result your product will bring. Not only do you need to know every aspect of your product or service, you also need to know how it will impact and improve their situation,
Presenting your product to demonstrate those benefits
Knowing how your product or service will deliver the solution your prospect is looking for, is key to confidently presenting it in the most relevant way. Having the communication and presentation skills to paint a positive picture for the future will direct to them working with you.
Successful salespeople are aware that how they handle objections can be make or break when trying to close the sale. Applying listening skills and demonstrating your understanding to the prospect lets them know that you recognise their needs. Being able to overcome their concerns and present solutions will develop the right kind of trusted business relationship that stands the test of time.
Closing – Asking for the business
Sometimes there will be clearly defined moments in the sales process where asking for the order is appropriate and often successful. Having the skills to be able to identify these opportunities and having the confidence to act upon them can bring success.
Estadia’s Essential Sales Skills course explores each of these areas, giving you the knowledge, confidence and ability to deliver across them all. Whether learning for the first time or simply refreshing and enhancing the skills you already have, this one day course is the perfect place to start a learning and development journey. Learn more about the course content and find dates and locations suitable for you here.