Selling is at the heart of any organization. Whether you’re selling products to customers, services to an industry or ideas that will change the world we live in, success depends on professional selling skills. Once considered the province of door to door insurance salesman, or that disreputable used car dealer down the street, sales skills have evolved from a stigma into instrumental expertise.
Despite this, many teams struggle with the same old challenges: attracting and engaging buyers, prospecting efficiently, closing deals, developing pipelines, building relationships, etc. Moreover, these challenges are amplified when working virtually. Luckily, there are a few core sales behaviors that top sellers use to consistently outperform and help their clients build value in the digital landscape.
A good salesperson knows how to turn an objection into a chance to demonstrate their ability to understand a buyer’s apprehension and address it effectively. Then they can provide clarity that will overcome the hesitancy, and ultimately, close the deal.
A great salesperson also understands that they don’t have to be a friend to their prospects, but rather a true consultant who will offer genuine insights and help them solve their business problems. However, this type of consultative selling requires a high level of business acumen. Currently, nearly two-thirds of goal achievers possess core consultative selling skills, while less than half of non-achievers have them. If you want to outperform your competitors and take your sales to the next level, it’s time to focus on developing these critical skills. skill seller