Selling skills of a successful salesperson

I have noticed that every salesperson has sales skills in varying degrees. What bears scrutiny are those critical selling skills which prove to be the tipping factor between the average salesperson and the confident, successful salesperson. In my opinion, these essential selling skills would be:

1. The skill of forging lasting relationships: The focus of sales is shifting from pushing a sale, to one based on relationship building. Successful salespeople develop their ability to develop client relationships that have its foundation based on honesty. These relationships go way beyond the surface skimming, back slapping interactions with the client. They move onto a deeper and subtle relationship of trust and rapport and an awareness of co-dependence. A point that is beautifully brought out in the movie “The Avengers (2012)”, that I viewed recently.  All the super heroes of the movie are brilliant on their own; however they attain success against the common enemy only when trust and rapport get established among themselves. The super salesperson also similarly needs to establish rapport, not only with the client, but 360 degrees – with team, organisation and the client. 

2. Listening skills: Contrary to what is generally perceived, the successful salesperson is one who invests more time in listening attentively to the customer than in talking to him. A lot is learnt of the customers’ needs and wants by listening attentively and understanding the customers’ requirements. Tough to practice when we are itching to take the reins in our hands and wanting to bulldoze our way through with a mouth that runs a mile a minute. Customers want to be heard most of the time. not talked to. It is a skill worth developing.

3. Skilful questioning:  In fact, successful salespersons go a step beyond listening and enable the customer to take the buying decision, simply by asking the appropriate questions. Questioning skills is an art that very few people are master of. And it goes much beyond what is commonly perceived as open and closed questioning techniques. It’s involves becoming aware of the deletions and generalisations and filling in the gaps through appropriate challenging questions.

4. Skilful projection of Confidence: in self, organisation and the product/service. The customer is quick to hone in on the slightest dip in confidence in the salesperson. Start believing in yourself, your organisation and the product or service you sell. Even a fleeting hesitancy shown in any of these areas will be quickly picked up by the customer. Self-confidence is projected through voice, mannerisms and product knowledge. If you don't know something, have the confidence to say so and then get the information. When you show confidence as if you already have it, it soon becomes reality.

5. Follow-up skills: Rome was not built in a day. Neither does a sale, with exceptions. One of the greatest investments a successful salesperson makes is in time. Determination to follow up without giving up is a hallmark of a truly successful salesperson.              

Other posts on selling:

Five secrets to confident communication in sales
Saying No to the customer
Service in 'Customer Focus' while selling
Selling with a difference
Rapport in selling
Elevator sales pitch - 10 points to elevate your speech