There are dozens of selling skills that a good salesperson should have. Here are three of the most important.
1. Persistence. If you want to achieve long-term success in sales you must be persistent. However, there is a significant difference between being persistent and being a stalker. Persistence means finding creative ways to keep your name in your prospect’s mind.
Persistence means not allowing the first few no’s to prevent you from pursuing high-value, legitimate sales opportunities. It means asking for the business or the appointment, and it means asking the right questions, even if the prospect is going in a different direction.
2. Organizational skills. To succeed in sales you need a plan. You need to be organized. You need to be able to outline your daily, weekly and monthly schedule in order of priority. You need to juggle the demands placed on your time‑because it is virtually impossible to get everything done that you need to in a given day.
This includes contacting your most important and valued customers first and investing more time with them than your low-value accounts. It means managing your time so that you can focus on completing the most important tasks first (i.e., prospecting) rather than spending time on things you enjoy doing.
3. Focus. Lastly, sales people need to have focus. There are a multitude of distractions that threaten to challenge your focus. Email, telephone calls, text messages, problems, paperwork and freeway traffic are just a few. Being able to maintain your focus on the big picture as well as the smaller details can make the difference between success and failure. This also applies to each sales call and meeting. Determine the key objective for each call, and focus on achieving that objective.
Selling in today’s hectic and complex business world requires tremendous effort and energy. It is highly competitive and stressful. However, you can improve your results and achieve a much higher return on your investment by developing and applying these essential sales skills.
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