At some point in every line of work, even if you don’t officially work in sales, you’re going to have to “sell something.” Job candidates need to sell themselves during interviews. Managers need to sell ideas to upper management and CEOs need to pitch initiatives to their boards. Effective sales communication is an indispensable skill, and a primary driver of sales performance.
- Demonstrate value up front
Salespeople who are skilled at establishing value up front in conversations with prospects often close more deals than their peers. One way to do this is by focusing on asking questions that will help you get an understanding of the prospect’s challenges and problems, while at the same time demonstrating your ability to solve those challenges.
- Educate buyers
A key selling skill is educating customers on how products and services can improve their business processes. For example, if a customer is looking to invest in a new energy efficient heater and air conditioner, you can use examples and specific details to show them how the investment will pay for itself through cost savings.
- Ask for the sale
Many salespeople struggle with closing the deal, and part of the problem is putting enough pressure on the prospect to take action. To overcome this, you need to have strong sales closing skills, and the best way to develop those is by practicing them. By practicing in the field with your own customers and colleagues, you’ll be able to refine your techniques and improve your success rate. skills selling