There are a number of capabilities a great rep must possess for sales success. Sales reps who consistently outperform are those who are constantly learning, developing new skills, and expanding on the skills they currently possess. Once reps’ skillsets become stagnant, so do their selling capabilities. Using outdated sales strategies won’t get reps far in this day and age.
Below is a list of must-have skills to get you started.
Your sales reps’ main responsibility is to sell your company’s products or services. Therefore, product knowledge is key to successful selling. All reps must possess an unwavering knowledge of the product, how it performs, why it’s the best in the market, and how it will help potential customers.
Not only should sales reps possess strong product understanding, they should also possess knowledge of industry trends and the market. Having a keen understanding of the competition doesn’t hurt either.
Have you ever had a conversation on the phone with someone who was too quiet? Perhaps his tone didn’t match what he was saying. Tonality, pace, and volume can take a sales rep a long way. Potential buyers are typically more willing to purchase something that is presented to them in a pleasing manner, from a confident rep.
Further, it’s a good idea to keep your offerings to three items so that the customer has a clear understanding of what your product can do for them rather than bombarding them with information they won’t retain.
3. Body Language
Whether your team consists of inside reps or outside reps, body language is extremely important. How sales reps carry themselves can no doubt make or break a sale. People want to buy products from people who possess confidence and positive presence.
To create a positive consumer experience, the way sales reps present themselves is key. If your reps are on the phone, on the computer, or in a person-to-person meeting, they should act confidently. Buyers won’t be confident in your products if your reps are stumbling over their words, hunched over, and fidgeting.
4. Active Listening
All salespeople should be practising active listening. This soft skill also has a way of calming sales reps’ nerves as this pulls the focus off of them and puts it on the customer. Selling becomes easier.
Having top-notch listening skills is the only way your sales reps are going to be able to meet the needs of potential customers and ultimately offer your product as the best solution.
5. Time Management
There are only a certain number of hours in the day, so learning to use time effectively will assist in securing sales. It’s important for sales reps to understand when it’s time to let go of a potential lead who’s probably not going to buy and when to continue to pursue that lead. Also, being able qualify leads efficiently will add more time to seek potential prospects who could eventually turn into faithful long-time consumers.
Posted By Author Mike Lieberman, CEO and Chief Revenue Scientist
Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.