A lot goes into building a successful sales team, and it all starts with hiring. You must hire reps who are outgoing and confident, and who are not afraid of talking to potential customers and building relationships with them, while (most likely) never having met them in person.
What other selling skills should you look for when building your team? To ensure your team is successful, make sure your reps have these seven essential skills.
A good sales team is able to educate your potential customers not only about the products and services you offer, but how those products and services will help improve their lives, in one way or another.
When potential customers are faced with a sales call, their first instinct is to adopt an “us vs. them” mindset. This mindset is an obstacle to a sales team because. all of a sudden, there are different sides rather than two people trying to find a better solution.
Thus, one of the essential selling skills is being able to collaborate with potential customers to come up with ideal solutions to their problems. Once potential customers understand your reps are there simply to make their lives better and easier, they’ll start to build stronger relationships with them.
3. Active Listening
It can’t be stressed enough how important active listening is when it comes to selling. It’s not possible to succeed in sales if you do more talking than listening on a sales call.
In order to make a sale, your reps first have to listen and understand what potential customers are going through and what problems they’re having. It’s a sales team’s job to take that information and come up with customized solutions.
Most wouldn’t assume creativity is one of the essential selling skills; however, no sales rep can excel without being creative. It takes a creative mind to create solutions prospects are excited about and want to try.
Communication is the cornerstone of selling. A sales team has to be able to communicate effectively and efficiently with each other, as well as with potential customers.
They have to be able to get ideas and points across in a pleasing manner, while listening to and understanding what the potential customer needs and wants.
6. Making Personal Connections
Potential customers are more likely to buy from a company if they have a personal connection with a member of the sales team. People like to buy from someone they know and trust. They also want to buy from reps who understand what they are looking for and want to help them succeed.
This relationship-building is not only an essential skill but a key part of a successful sales culture.
As soon as potential customers realize they are being lied to or misled, any and all trust that has been made is lost. They will never buy from your company. Honesty is an integral part of the sales process.