Let’s face it. The world economy is not in great shape right now. And therefore, getting business is going to be tough for almost everyone. Which is why attending a sales skills training is all the more important right now.
So, what are some of the skills or qualities that are really required for selling in such a time? Well let me tell you…
Resilience
Although this is one quality I feel a sales professional requires all the time, I would say they need it even more now! They need to be able to bounce back and get on their feet quickly after every “no” that they hear. And trust me, they are going to hear a lot of those right now! They therefore need to improve their emotional intelligence, which can be done by attending a good sales skills training. There they will teach you the tools and techniques for managing your emotions well. But don’t forget to check whether the sales training program you are opting for is covering this in detail, as many of them tend to give this bit a miss.
Consultative Approach
Pretty much everyone is going through a cash crunch currently. And are therefore only going to be interested in buying a product or service that really fits their need. This makes finding out the need and offering appropriate solutions more important than ever before! So, be sure to do this well.
Gatekeeper Skills
The Gatekeeper has become more empowered during this time. They have been specifically told to filter out unwanted calls as the Decision Makers have to focus on getting the business back up and don’t have resources for ‘spends’. Sales professionals therefore need to find more effective ways of managing the gatekeeper if they want to get their chance with the Decision Maker.
Naturality
Remember what you did the last time a sales executive called you in a scripted robotic tone! Unfortunately, people’s patience levels are running at an all-time low. And therefore, if you sound anything but natural, you’re not going to reach very far. Also avoid reading directly from your script. Be flexible and let the conversation flow naturally.
Empathy
Keep reminding yourself that your prospects may be facing difficulties and therefore may not respond to you very well. Be empathetic towards them, maintain your calm and move forward. Don’t get into arguments or get aggressive. Which again takes me back to the first point of improving your emotional intelligence through a good sales skills training program!
So, these were some points that came to my mind. You can try these out and I’m sure they will help you in your sales endeavours. And remember, when you get stuck, don’t waste too much time struggling. First try modifying your approach. And if that doesn’t work, simply find corporate training company that provide a good sales training program and attend it. Or just do that anyway!
