Sales is an enticing career. Those who are good at it tend to make six figures or more.
But, it’s not something that comes naturally to all. In fact, most of us shy away from the idea of sales for fear of failure and rejection.
What if we told you that everyone has it in them to succeed in sales?
If you’re ready to launch your career in sales, then you need our top 13 skills needed for sales and our tips to improve the skills you already have.
13 Sales Expertise Skills Needed to Succeed
#1: Communication
Communication is at the foundation of any successful relationship. In terms of sales, good communication skills allow us to set expectations while thoughtfully discussing the buyer’s pain points.
While it may seem obvious, you must remember that communication is more than just speaking clearly and concisely.
Salespeople must also be able to communicate through written interactions, such as email or social media.
They must also communicate effectively through the entire sales cycle, including cold calling, follow-up, and finally to the negotiation table.
#2: Active Listening
A critical component of communication is active listening. This is one of the most essential sales skills as it requires the salesperson to stop talking and take a genuine interest in what the buyer is saying.
Active listening also allows salespeople to gather important information about the potential sale. Customers have the best understanding of what they want or need from the sale, so the only way for a salesperson to learn is to listen.
Active listening builds rapport and trust within the relationship. Asking clarifying questions throughout the sale will solidify your understanding of the buyer’s needs and show the buyer that you have their best interest at heart.
#3: Influence
Influence may seem like one of those sales expertise skills that could go without mentioning. But influence is more than just persuading a buyer to make a purchase.
Buyers are constantly surrounded by “the pitch”, but a good salesperson uses their communication, active listening, and influencing skills to turn negatives into positives — without selling the buyer short.
Having influence also means being sincere in what you’re trying to sell. Buyers can spot a fake, no matter how good you think you are, so if you don’t have conviction, you won’t have influence.
#4: Collaboration
When salespeople put themselves on an island and isolate themselves from colleagues and other salespeople, they do themselves a great disservice.
Being able to collaborate with fellow sales reps and members of the sales team is an invaluable tool in career development.
Sales is a dynamic industry, which means that it’s entirely likely that another salesperson has dealt with a situation you have yet to encounter, making their strategies and advice essential to improving your overall sales game.
#5: Confidence
According to the American Management Association, self-confidence is the number one determining trait needed to be successful in sales. To become confident, you must act and think like a salesperson until your confidence is so high that you cannot be stopped.
But, with only 37% of men and 26% of women in the salesforce claiming to have confidence in their sales and negotiation abilities, self-confidence seems to be lacking in a major way.
When you believe in yourself and the product you have to offer, you instill that confidence in your buyer.
Don’t feel confident yet? That’s okay. Many great salespeople can tell you that sometimes you have to fake it ‘til you make it, and then one day you’ll find that confidence comes naturally.
#6: Positive Attitude
Positivity is huge. No successful salesperson ever started each day with a no-can-do attitude.
However, sales can be hard. You’re faced with rejection in many forms, so staying positive is a must to survive and thrive in the industry.
Also, optimism is contagious! Just like confidence, if you’re optimistic about the outcome of a sale, you’ll likely rub off on the buyer who will join in on the positive vibes.
#7: Rapport Building
Building rapport is one of the most important skills needed for sales. When you engage authentically and genuinely, you’re more likely to gain the trust of your buyer.
When you convince your buyer that you are the right person to buy a product or service from, you’re already halfway to making the sale.
No one wants to feel like they’ve been cheated by a snake oil salesperson. It’s important to learn how to engage and build rapport with any personality and show each potential buyer that you are trustworthy, knowledgeable, and the best person to do business with.
#8: Conflict Management
No matter how good a salesperson you are, you’re bound to encounter complaints, rejections, and conflicts regularly. Incidents such as these can come from any direction, whether it’s your buyer, management, or your peers.
Salespeople must learn and practice proactively overcoming objections and managing conflicts. The best-performing salespeople know how to use objections as the catalyst for converting a lead into a sale and a problem into a solution.
#9: Organization
Staying organized is a key component of sales. Personality and communication can make the sale — but organization helps retain customers.
A good CRM software that allows you to set follow-up reminders, track leads, and manage communication is an essential tool for salespeople.
#10: Integrity
Have you ever been in a situation where you realize you’ve committed to something without having the full picture? When you learn that details were omitted or twisted for the benefit of the other party, it can leave a sick feeling in your stomach.
Little white lies and underhanded sales techniques will catch up with you. These tactics may help you make a couple of quick deals, but your reputation will follow you wherever you go.
Acting with integrity will always give you the upper hand in sales.
#11: Time Management and Planning
Depending on your sales role, you most likely book appointments for your sales calls and lead follow-ups. A good sales rep will have a clear idea of what steps are required to close a deal and how long each step is expected to take so they can plan accordingly.
Sales follow-up requires prompt attention, which requires salespeople to shuffle their calendars when solid leads arise or product information requests are made.
You should always be making the most of your and your buyer’s time.
#12: Critical Thinking
Your CRM software may provide you with all the data you need to succeed, but you’ll still need critical thinking skills to process and analyze the information to discern what’s relevant and what requires attention.
Any good sales rep needs to be able to provide solutions to their buyer’s problems or concerns.
#13: Negotiation
A sale is only as good as the negotiation that follows the sale. Without negotiation skills, salespeople run the risk of leaving all kinds of money on the table.
Good negotiation skills are essential to protecting the value of the sale while settling the differences of all parties involved. This may require compromise and agreement to achieve the best result possible.
Negotiation skills aren’t built into a person’s personality, they need to be taught.
The Maker Group offers customized negotiation training services across the U.S. Our focus is on delivering tailored solutions that equip your company’s sales team with the skills and knowledge needed to be successful in any negotiation.
Using information gathered from your sales managers and key stakeholders, we build your training from the ground up, focusing on the specific daily challenges faced by your salespeople.
Contact us to set up your introductory call.
3 Ways to Improve Your Sales Skills
#1: Practice, Practice, Practice
Everyday life is full of opportunities to practice your sales and negotiation skills.
For example, at the next family dinner try listening more than you speak. Ask clarifying questions and really focus on what your family member is saying. You’ll be amazed at the rapport and trust you can build from this simple act.
Or, the next time you’re helping your child with their homework, practice positive thinking and organization skills with them.
When you implement these practices into everyday life, they’ll come much easier to you on the sales floor.
#2: Educate Yourself
Bookstores, local libraries, the internet… These are all valuable sources for staying on top of the latest trends in sales and negotiation.
Whether you subscribe to a monthly industry publication, listen to audiobooks or podcasts, or comb your local bookstore for the best titles on the topic of sales and negotiations, you should always be educating yourself.
#3: Take a Class
Professional sales and negotiation training will not only develop the skills you may be lacking but will help keep your current skills fresh.
Lifelong learning will give you a competitive edge in the world of sales.
Whether it’s through an intensive professional training program, like the one offered by The Maker Group, or short online courses that can be done over a lunch hour, keeping your sales skills sharp will work to your advantage.
Focus on topics, such as:
- Sales methodology
- Behavioral strategies
- Social selling
- Sales presentations
- Negotiations
Sales and negotiation training programs will vary in length, concentration, price, and location, but they are generally accessible to all and should be included in your quest to achieve success in your field.
Get the Skills Needed for Sales and Negotiation With The Maker Group
Salespeople are faced with a multitude of challenges every day, forcing them to overcome certain discomforts, such as …
- Uncertainty
- Conflict; and
- Rejection
… which makes sales one of the most difficult jobs.
If you’re ready to set your team up with the skills needed for sales and negotiation success, then give us a call.
With a focus on the value of negotiation, our training programs are designed to instill the confidence and skills your salespeople need to overcome their specific challenges.
The Maker Group uses real-world scenarios in a custom-built training that’s designed to deliver the results you’re looking for.
If you’re ready to take your sales team from good to great, then you need The Maker Group.
Contact us today.
