There’s no such thing as luck in selling. Well…maybe just a little. As the popular saying goes, the harder you work, the luckier you get. But whether it’s good fortune or not, selling is more a game of strategy and skill than luck.
This article shares four of the best sales training skills that can help you consistently hit sales clear out of the park.
Active listening helps you uncover a prospect’s genuine needs and desires. When you know what they’re looking for, you can tailor your pitch to fit their needs to a T. Active listening also builds rapport and trust, which increases the “likeness factor.” It’s been said time and time again that people gravitate towards and are more willing to do business with people they like.
Some of the best sales training programs say you can learn to listen more attentively by:
- Asking clarifying questions instead of making assumptions.
- Paraphrasing and repeating back what you think you’ve heard.
- Paying attention to both verbal and non-verbal cues.
- Listening to understand, rather than to respond.
Words carry immense power. They have the power to attract customers or push them away. If discussions get heated, what you say and how you say it can either calm things down or make them worse. Strong sales communicators also know when silence can be just as powerful of a weapon as words.
To sharpen your communication skills:
- Choose your words carefully and use them with intention.
- Be aware of your tone of voice and body language.
- Be clear and concise when you speak.
Develop emotional intelligence
Emotional intelligence (EQ) involves being aware of and managing your emotions, as well as understanding and empathizing with the emotions of others. A developed high EQ is another tool in the toolbox to assist salespeople in better handling the high-pressure nature of sales.
For example, if you’re feeling stressed, anxious, or angry, you’re less likely to make a sale than if you’re feeling confident and calm. Also, if you can read a prospect’s emotions, you are more likely to be in a better position to know how to best address a prospect’s needs.
Sales training companies maintain that some of the best ways to strengthen your EQ are by:
- not letting your emotions hijack your interactions with prospects
- empathizing with others and trying to see things from their perspective
- staying calm and level-headed, even in challenging situations
Handling objections is an aggravating but necessary evil. So, don’t get flustered when a buyer pushes back. Instead, use the opportunity to move one step closer to a sale. According to WebStrategies, tackling objections effectively can increase your success rate by 64%.
Here are a few tips you can use:
- Don’t take it personally.
- Use objections as a chance to learn more about your prospect’s needs.
- Anticipate objections in advance and have solid responses ready to go.
Learning from experts in the field is one of the best ways to improve your sales skills. If you’re serious about taking your career to the next level, consider working with the best sales training companies you can access. Under their guidance, you can perfect the skills you need to close more deals and reach your full potential.