Important Selling Skills That Every Sales Person Must Know
There are numbers of selling skills that every sales people should know. Here are most important skills that every sales person must have to maximize selling.
Prospecting- Prospecting is the process of identifying the prospective clients. There can be various ways to prospect such as asking for referrals from common friends and relatives, using primary and secondary data and cold calling.
Questioning- A question is a linguistic expression used to make a request for information, or the request made using such an expression. The information requested may be provided in the form of an answer.
Listening- Listening is the art or ability to accurately receive and interpret messages in the communication process.Listening is key to all effective communication, without the ability to listen effectively messages are easily misunderstood – communication breaks down and the sender of the message can easily become frustrated or irritated.
Presentation Skills-Presentation skills basically refer to the ability to communicate in an effective way whether in small or large groups. The process involves explaining and showing the content of either a topic to an audience. To be an effective communicator, one has to keep on practicing so as to become efficient and effective.
Also Read-How to Make The Right Sales Pitch.
Good Communication- Communication plays a very important role in Sales. Qualities of a good communicator are having good listening skills and being able to communicate in a way that is clear and concise. Effective communicators also know their audience and are able to put themselves in other people shoes. Good communicators are not afraid to ask for clarification if something was not clearly stated. They also are aware of the body language of their audience and keep eye contact with them as much as possible to make sure they are understanding.
Rapport Building- Rapport Building is a state of harmonious understanding with another individual or group that enables greater and easier communication. In other words, rapport is getting on well with another person, or group of people, by having things in common, this makes the communication process easier and usually more effective.Sometimes rapport happens naturally, you ‘hit it off’ or ‘get on well’ with somebody else without having to try, this is often how friendships are built. However, rapport can also be built and developed by finding common ground, developing a bond and being empathy.
Objection Handling (Negotiation)- When a sales person demonstrates a feature, talks about a benefit or uses a sales closing technique, their customer may well respond in the negative sense, giving excuses or otherwise heading away from the sale. The response to this is to handle these objections. This is ‘objection-handling’.
Persistence- The singular quality that every sales representative is required to have, but the trickiest to master. There is a fine line between persistence and stalking, and often, salespeople may not be able to tell how much is too much, because every prospect has a different level of tolerance. While persistence used in the right amount does pay, it can also prove to be an obstacle in achieving your goals, too. Annoying your prospect or coming off as desperate can turn them away.
Determination- A determination is one the greatest assets we can possess. It can bring out the best in us. It is the tool we use to defeat discouragement. It is the tool we use to overcome temporary failure to prevent failure from becoming permanent. It is the tool we use to produce patience. It is the tool we use to feed our faith and starve our doubts to death.
It builds character. It helps us become a more reliable person. It helps us meet our commitments. It helps us prioritize and manage our time to maximize positive results.
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