Selling to a potential buyer can be a hard journey which often can take a lot of time and nurturing to get to a closed deal. Sales Leaders and Managers tend to have a passion for selling however it is only a small part of how they close deals, there are a whole host of skills that come into play depending on the interaction and potential deal in question.
We have compiled our top 5 recommended skills that we feel will help you as a Sales Professional close even the most challenging deals.
Social Selling
Social media is a big part of everyday life. LinkedIn is the go-to for sales leaders and employees. Personalised outreach can be a big help to those looking to sell services and coupled with a presence on the platform can be crucial for those prospects. You are able to clearly identify decision makers through LinkedIn’s clear and concise search function.
People like to see they’re connecting with an actual person, not a bot. Personalising your outreach ensures you are taking the time to learn about your prospects. Take time to know what your prospect does, how their decisions affect the business and the business itself.
Prospecting
Using a strategic approach, you can reach out to potential new opportunities. You can create a base of “prospects” that you can communicate with and potentially turn into sales for your business.
Carrying out effective research into who you are prospecting will lead to better conversations and a better relationship. Utilising a soft touch on social media can be a great way to build a relationship with a prospect.
Active Listening
The business world has always been fast-paced but ensuring your prospect understands what you are saying and offering is key. Active listening is about ensuring you know what your prospect needs but also making sure they know what you are offering.
If a salesperson knows there is a true fit between the solution offered and what the prospect needs, they save time and frustration when it comes to prospecting.
Buyer Research
Trends, priorities and competitors change and as a Sales Leader or Manager, you will also find that adaptation is key. Through research, you can see a business's pain points which can create an opportunity to speak to a prospect.
Looking out for specific things like a growth in employees, a decline in sales and so on can be just a few of those sales triggers that sales leaders and managers can look out for.
Judgement
Every Sales Leader and Manager has to make quick decisions constantly. Making the right call is crucial.
If a prospect is in danger of pulling out of a sale, can you pull them back in? Having the ability to judge these kinds of situations is key to helping you understand the prospect and also shows them that you can make these kinds of decisions.
Learn How To Increase Sales With Sandler
Our Sandler Training Oxford Team is dedicated to helping Oxfordshire professionals and leaders achieve new levels of success.
Sandler breaks the conventional rules that make the sales process ineffective and demeaning. We teach honest, no-nonsense sales techniques that get results while preserving the sales professional's self-respect.
Prospects are treated as they want to be treated: as intelligent, thinking individuals; BUT, the prospect NEVER controls anyone who masters the Sandler Selling System.
Find out more about Sandler and our courses here
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