The ability of a Sales Professional to sell to Business Owners and Experienced Buyers requires a very different approach, skills and high-level sales techniques.
Sales Professionals have to deal with a more complex decision-making system and a mindset developed through strategic thinking that is naturally difficult for Customers/Buyers to reveal to them, making the process of approaching needs and preparing proposals even more challenging. And the challenge does not stop here as significant sales objections and a difficult negotiation will follow, unless of course the Seller and his proposals are rejected earlier.
What are the most critical skills in personal selling? Extensive research is constantly being done on the skills that characterize High-Performing Sales Professionals.
The 6 critical skills of High-Performing Sales Professionals are:
- A dynamic personality accompanied by a strong self-confidence and positive psychology.
- Easily connect with customers with intelligent dialogues.
- Earn the respect and attention of customers.
- Earn the trust of customers by getting them to discuss challenges, share ideas, ask for opinions and advice.
- Exercise influence by helping customers look at their needs from a different perspective.
- Convince customers of the value that the company adds and the products/services they represent.
The above 6 critical skills as well as a large number of other skills transform Conventional Selling into Consultative Selling.
Customer businesses today have a greater need for service from excellent Sales Professionals who have a consultative character and have the ability to become a strategic partner.
The market is constantly raising the bar for Sales Professionals which is why they need continuous training to enhance their skills and ensure high performance!
The future position of a company in the market will be determined by its Sales Force.
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