5 Critical Selling Skills – Selling Skills That Win Sales
You can’t teach salespersons to improve 100 different things. Smart Salesperson focuses on the selling skills that have the most impact on performance improvement. Most Salespersons experience dramatic gains in sales productivity when these skills are mastered. Critical Selling skill #1: Buyer/Seller Process The 5 Buying Decisions Buyer/Seller Relationship: FACT 82% of salespeople fail to follow a selling process that matches the decision-making process of the buyer . Every buyer makes a predetermined sequence of decisions as they decide who and what to buy. When salespeople have a process that matches this sequence, they treat the buyer with respect which leads to lasting relationships and repeat business. The Customer’s Five Buying Decisions All customers make Five Sequential Buying Decisions. Our research shows these decisions are always made in the following order. Critical Selling skill #2: Sales Call Planning Set the Right Objectives Sales Call Planning: FACT 99% of Salespeople Fail to Set the Right Call Objectives. Every sale is a series of steps, a progression of Milestones. And, every Milestone demands a Commitment Objective. “A goal we set for ourselves to gain agreement from our customer that moves the sales process forward.” Salespeople how to set a Commitment Objective for every Milestone of the sale. Mastering this key sales skill unlocks more sales potential more quickly than any other, and the entire sales process gains momentum. Salespeople decrease sales cycle time by 25% when they correctly plan their sales calls using Milestone Objectives. Critical Selling skill #3: Questioning Skills Ask The Best Questions Sales Questioning Skills: FACT 86% of Salespeople Ask the Wrong Questions. The QUESTION is the professional salesperson’s most important tool. It is used for engaging the prospect, building rapport, discovering needs, agreeing on those needs, taking the temperature of the prospect, managing the sales conversation and gaining commitment. Poor questioning skills lead to resistance. Without good questioning you talk too much and listen too little. Selling is no longer about what you say or how you say it. It’s about what you ask. At least one-third of your focus should be on learning how to Ask the Best Questions. Questioning helps sales people “open” the sale. You can’t “close” a sale until you’ve first opened it. Salespeople should learn to ask the right type of question during each stage of the sales process. And, it provides a Best Questions Map, so salespeople ask ALL of the right questions in every selling situation. Critical Selling skill #4: Presentation Skills Present Powerful Solutions Presentation Skills: FACT 95% of Salespeople Talk Too Much and Listen Too Little. Salespeople have been trained to think that two-thirds of their selling takes place during the presentation, when they describe their product features and benefits. This leads to the classic “data dump.” Show up and throw up. Salespeople should learn, practice and apply the skills of presentation during their free time with their colleagues or friends and hone the skills. Critical Selling skill #5 Gaining Commitment Move the Sales Process Forward Gaining Commitment: FACT 64% of Salespeople Fail to Ask for Commitment. Since the principal mission of the salesperson is gaining commitment from customers, it appears that 64% of the salespersons are not doing their jobs. The Salesperson’s ability to Gain Commitment is the reason why companies value the work that they do. It is uncanny that the selling skill that salespeople feel the weakest in is Gaining Commitment. The 3 Reasons Salesperson Don't Ask for Commitment: · They don’t plan for it. They fail to set a Commitment Objective. (Sales Call Planning) · They miss Buying Signals that tell them when to ask. · They don’t have a procedure for Gaining Commitment.