High on the list of skills that great salespeople have always needed – and continue to need – would include things that some would call ‘soft skills’.
These are the human relationship and interviewing skills that include:
• Making a great first impression, establishing instant rapport and building trust.
• Asking questions to get prospects talking and keep them talking in a directed way that generates the information you need to qualify your prospects’ needs and wants.
• Verbal communication skills that enable you to say things in a way that is believable, trustworthy and persuasive.
• Listening skills so you can separate the important points from the ‘fluff’ that you often get in a conversation. Listening, remembering and categorizing information enables you to take minimal notes in the meeting but still be able to paraphrase or articulate back to the prospect what they are really looking for and why.
• Testing for their level of interest and commitment.
• Digging out the issues, questions or concerns the prospect has that might hold them back.
• Dealing effectively with those issues or positioning them so they don’t slow down the process.
• Asking for action. Getting commitment to move forward. Selling is a profession for the sharp, ambitious person who loves learning.
The skills required for sales success are multiplying and becoming more complex.
have Fun,
Alan
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