While speaking with prospective buyers, express your curiosity by asking important questions like: Plus, when you get to know prospects, you can better serve their needs. Curiosity shows leads that you’re interested in solving their problems-not just making a sale. Pavlas explains, “The fastest way to drill down into a prospect’s pain points is with genuine curiosity.” If you’re authentically eager to understand prospects, they can sense it. CuriosityĬuriosity is tied to active listening. Here are the most important soft skills you should be working on as a sales rep. Some salespeople naturally have these skills some need to work to develop them. What platforms are they on? What tone of voice do they use? Do they respond regularly to customer comments? Matching the style of your current competitors is likely to attract similar customers to your social media channels.
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How to improve: Look at how your competition engages on social media. “You’ll be surprised by the number of salespeople who talk at their customers instead of to them,” says Charlie Wright, director of operations at Epos Now. In a RAIN Group study, buyers reported that only 26 percent of salespeople are good at listening. Unfortunately, not all reps have this important salesperson skill. “You will find that when you listen, people will describe in detail what problem they are looking to solve and how you should frame your pitch.” Gergo Vari “You will find that when you listen, people will describe in detail what problem they are looking to solve and how you should frame your pitch,” says Vari. Listening helps you gather valuable information, which in turn helps you sell well. While your prospect is speaking, take notes so you have ideas for personalizing your pitch later in the sales process.Ī critical part of selling is listening more than you speak. How to improve: To improve this sales skill, start by asking questions like, “What are your goals?” or “Why is solving this problem important to you?” to uncover pain points. “If you see your role as teaching someone about a product or service rather than trying to talk them into taking out their wallet and paying for it, you will convert more often,” Gergo Vari, CEO at Lensa “If you see your role as teaching someone about a product or service rather than trying to talk them into taking out their wallet and paying for it, you will convert more often,” suggests Gergo Vari, CEO at Lensa. Encourage questions and always be prepared to answer fully and accurately. Your expertise builds trust with buyers because you’re helping them arrive at the answers they need. A persuasive salesperson is always angling to educate prospects rather than strong-arm them. Of course, this skill is also helpful for sales agents. If you cannot teach, your team won’t be set up for success.
In sales management, you must train new agents and coach them to their fullest potential. Teaching is a particularly crucial sales manager skill. Take advantage of company materials, too, such as product training videos or knowledge base articles. How to improve: Build your knowledge by following customer feedback closely so you can learn about firsthand experiences with the product.
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