Delivering the right tools to your sales team means more than just giving them a list of leads and a product to sell. Teach your salespeople the nuances involved in making a deal, including all of the appropriate sales skills. Sales skills training gives your sales team the edge they need to succeed. Selling is an art and takes time and practice to master. The right sales skills training helps your team develop those skills quickly and with greater focus.
What is Sales Skills Training?
In the sales world, sales skills refer to all of the abilities a salesperson has that makes them better at closing deals. Sales skills include relationship building, clear communication and effective listening, as well as other traits inherent in a successful salesperson.
It refers to the development of these skills in a professional and coordinated manner. Sales skills training is generally more abstract than other forms of sales training and requires a lot of practice in order to make sure what is taught sticks with the trainees.
Sales skills training can be delivered by a professional sales trainer or coach or can be done in house. The amount of time spent training depends on the current skill level of the team being trained. Many sales skills training courses can be done in-person or online, giving most companies access to a program that works for them. Different programs offer differently focused curriculums, where either a broad range of sales skills are looked at or only one.
Benefits of Sales Skills Training
Sales skills training aims to heighten the proficiency of each salesperson undergoing the training process. A solid sales skills training program increases the ability of the sales team to close more deals. Additionally, the benefits of sales skills can be applied to many different areas of one’s life outside of the workplace. Learning to communicate and listen effectively helps improve all the relationships in the salesperson’s life. But for the business, sales skills training creates a more competent workforce.
Let us say for instance that your sales team has trouble gaining a prospective buyer’s trust. In that case, sales skills training would be necessary to help build trust and those vital relationships between the buyer and the seller. Despite all of the technical knowledge a salesperson might have, it might leave them without a lifeline when making a real pitch.
Sales skills training helps turn all of that sales knowledge into something useful. It takes time and energy to develop a working set of sales skills, but the investment pays off every time with more deals landed and more happy customers.
Salesforce Admin Training
A team of good administrators always stands behind a successful sales team. Salesforce administrators, or admins, are responsible for providing technical and logistical support for their salespeople. When salespeople need to understand a new product they will be selling or need clarification regarding an existing product, salesforce admins provide this knowledge. Salesforce admin training creates administrators who support their teams in any environment, pushing sales higher and higher.
Sales Skills and Techniques
Communication is one of the most vital sales skills any hopeful salesperson must have in their repertoire if they wish to succeed. The best way to communicate with a prospective customer is to present information clearly and ask plenty of questions. Communication is a two-way street, so in order to be an effective salesperson, one must both understand and be understood.
Salespeople can increase their communication skills by working through mock pitches with their colleagues. Working with another team member who understands what is required from the seller will help both parties understand when they are communicating clearly and what needs to be adjusted.
Business acumen is another sales skill that takes time and finesse to truly harness. A salesperson who better understands the climate and operation of their business as a whole is better able to make critical decisions in their sales. For example, a salesperson shows strong business acumen when they avoid doing business with a shady client even though they leave a potential sale on the table.
Working with the business in mind makes for better circumstances for the entire organization. Salesperson can hone their business acumen by working with their managers to examine the different parts of their business and how it all works together.
Credibility means a salesperson can be taken at their word. With so much misleading information buyers tend to lean towards skepticism when dealing with any kind of salesperson. Building a relationship based on trust leads to better deals where both parties feel sufficiently satisfied with the interaction. And satisfied customers tend to multiply. A salesperson can work on building credibility by remaining honest at all times, delivering referrals and reviews, and thoroughly understanding the product or service they sell. A salesperson who lacks confidence or knowledge will scare away customers who can detect that they are hiding something.
Skills for Sales
Just as there are many sales skills that translate into other facets of life, there are certain life skills that translate to sales. For example, naturally likable people are set to succeed in sales just because people tend to buy something from somebody that they like.
It can be hard to pinpoint what makes a person likable, but body language and voice tone plays a big part in setting others at ease. These focuses can be practiced and there are tons of voice and body language coaches to help salespeople work on their overall likability.
Another skill for sales is persuasiveness. Most of the time, potential buyers are hesitant to close on something, especially as the cost of the good or service increases. Persuasive salespeople present the benefits of the product in a manner that convinces the buyer that it will solve whatever problem currently facing them.
Persuasiveness lies in the ability to present a good argument, but also in handling objections. Naturally likable and persuasive individuals make great salespeople, so managers should look for these traits in potential hires and try to teach these skills to the whole sales team.
Sales Skills Resume
The following are some of the skills that make up the key sales skills in successful salespeople.
A salesperson who can empathize with a potential customer understands their side of the story and their needs. By getting a solid understanding of a buyer’s situation, the salesperson can make a pitch that demonstrates the role the product will play in solving the buyer’s problem.
Salespeople need to perform sufficient research on both their product and their customer base to ensure a steady flow of sales. Market research prepares salespeople on who to engage regarding their product as well as the best ways to sell it. The better a salesperson can conduct research the quicker than they turn that knowledge into realized sales.
When a salesperson understands how to create value in the eyes of a customer, they can show how the product positively impacts the buyer’s life. A buyer will only act on a deal if the value of the product is clearly demonstrated.
Sales Training Near Me
There is no lack of suitable sales programs out there aimed to help their clientele push their business forward. Adequate sales training can be performed online or in-person, allowing for greater access to these programs. In the case of sales skills training, it helps to work with an in-person trainer.
Some aspects involved in sales skills are more abstract, so working on them is best handled when the skill is demonstrated, practiced and corrected. Online courses might offer some insight and perhaps they will better work for your business, but finding a local in-person workshop can help ensure maximum success from the program.
When looking for any sales training program, make sure that you understand what it is you are looking for. Take a good look at the state of your sales team and where improvements can be made. If you are unsure of what kind of training would be best for your business, consider a sales training coach or program that analyzes your sales team and then creates a plan to make the necessary improvements.
Need Help? Wizard of Sales is Here
No matter the size of your business, whether it be in its fledgling stages or a grizzled veteran of the sales world, Wizard of Sales offers insight to help reach your goals. We specialize in increasing leads, recruiting top-notch talent and improving your sales training. If your sales-based business needs a kick in the pants to reach your goals, book a call with us today. There is absolutely no obligation to make any purchases and we will work with you to understand what your business needs to succeed. Call today, and start living on the next level.