The field of sales is cutthroat and sometimes quite brutal. It requires salespeople to stay at the top of their game. Through training, reps can keep up to speed and sharpen their skills opening the door to success. This article will delve into three skills that are critical for molding high-flying salespeople.
Product knowledge
The best sales training companies emphasize product knowledge as the foundation of successfully closing sales. It’s important for salespeople to have an in-depth understanding of the product or service they are selling.
A research study conducted by Wranx found that 73% of buyers turn to product knowledge as their foremost concern when talking to a sales rep. When reps have demonstrated a high level of product knowledge, conversations with buyers flow more smoothly and reps are more likely to hook more buyers.
An all-round understanding of the product can also help boost the rep’s confidence when answering questions. Salespeople will be more likely to connect the dots for buyers to clearly illustrate how the product can solve pain points and meet needs.
Also, reps who are armed with thorough knowledge of what they are selling typically find it easier to counter objections. A rep who understands the product is well positioned to successfully sway buyers who may be sitting on the fence or unsure about the product.
Salespeople with a knack for the product can also present more detailed blow-by-blow comparisons with competitor products, giving them an edge.
Top-notch communication skills
The ability to communicate effectively is the thread that holds sales deals together. Building a strong rapport with customers is one of the first steps to convincing them to buy the product. It’s critical for salespeople to come across as authentic. In addition, buyers are more likely to hang on to the words of an engaging communicator.
The art of storytelling is one of the best tools in a salesperson’s toolkit. Research has shown that stories engage the part of the brain that houses imagination, increasing the feelings of connection and empathy. As a result, if company sales reps master how to weave interesting sales stories together, buyers are more likely to resonate with them.
It’s also critical for salespeople to learn how to listen effectively. Biases based on personal beliefs, culture, and assumptions can stand in the way of effective communication. So, continuous training and practice are important to flush bias out of the way.
Active listening and emotional intelligence are also critical skills to gain buyers’ trust. Careful listening helps salespeople drill down on the buyer’s needs and wants to craft more impactful sales propositions.
Resilience
Not everyone will respond to you or the product your company sells. Plus, it may take a while to warm buyers up before they play ball. In fact, statistics compiled by Propeller show that it can take 5 attempts to reel buyers 80% of the time.
To deal with rejection, it’s necessary for salespeople to develop a thick skin and a high level of confidence. Having an unwavering drive in the face of tough odds helps keep salespeople’s eye on the prize to avoid getting derailed by failure. Even after pouring in time and effort to close a deal, if it falls through, strong salespeople dust themselves off and focus on landing the next one.
If reps aren’t resilient enough, a few knockbacks can drain their confidence. According to Business 2 Community, confidence is one of the most important attributes that helps seasoned reps:
- build trust with customers
- express their knowledge of the product or service
- stay engaged
That said, the best salespeople know the difference between confidence and arrogance. A cocky seller will likely put customers off and push them away.
Overall, the right training in product knowledge and communicating effectively can foster trust with buyers. In addition, having a strong ability to snap back after a beat down is an important skill for reps to boost company sales.