When we compliment salespeople, we often say things like: “He has the gift of gab” or “She is so persuasive.” Being talkative and persuasive are often treated as must-have skills for salespeople. But the truth is, these are totally outdated sales skills. In fact, you don’t even need them anymore.
Instead, it’s a much more nuanced selling world today. Instead of talking prospects’ ears off and pushing customers into buying more, you should be focusing on making real connections with your buying audience.
Here are the seven skills you absolutely must have in order to crush your sales goals in today’s selling market:
1. Be able to engage.
The old, go-to opener of, “I’d like to set up a call in order to learn more about your business,” isn’t going to engage your prospects anymore. They don’t want to set up a call to educate you—their goal isn’t to teach you. Although it’s a good idea to find out your prospects’ key business challenges, you have to engage them before you ask them to open up.
2. Be able to listen.
Instead of focusing on talking, let your prospects talk. And listen closely to what they have to say. Far too many salespeople are still making the mistake of getting distracted with thoughts of what they’ll say next. Meanwhile, their ideal prospects are right in front of them, sharing valuable information about what’s going on in their world—and they’re missing it all.
3. Be willing to hold your ground.
This is probably one of the least appreciated skills in sales, but it’s also one of the most important….