At some point in your career—even if you’re not in sales—you’ll need to sell someone on your ideas, team or yourself. In fact, almost every interaction that takes place over the course of a workday involves some form of selling. This is especially true when working with clients and customers.
The sales skills that your team possesses are important to the success of your business and the people within it. That’s why it’s important to understand the most important selling skills that your team needs to master — and then deploy them effectively.
Regardless of the type of products or services you offer, there is a common core set of selling skills that all successful salespeople possess. These include:
Empathy is the ability to connect with a customer and empathize with their feelings, thoughts and concerns. This is a critical sales skill because it allows you to fully understand your customers’ challenges and then help them find solutions.
Product knowledge is the ability to provide correct information about a product and its specifications, applications and technology (Amor 2019; Churchill et al. 1985; Futrell 2006). Having deep product knowledge enables sellers to adapt their sales strategy to their client’s requirements (Kumar, Venkatesan and Reinatz 2008; Leong, Busch and John 1989) and allows them to link product features with customer needs (Basir, Ahmad and Kitchen 2010; Punwatkar and Varghese 2014).
Having strong sales skills is essential for business leaders and managers. This is because it provides the foundation for a sales-driven culture, which in turn leads to higher sales productivity and overall sales performance. online marketplace