Selling isn’t a singular skill. Instead, think of it as a puzzle, composed of several tools that allow you to be adaptive and effective in finding leads, turning them into prospects, and closing the deal. But what makes up a great salesperson? We’re breaking down the top 10 skills that will help you boost your selling abilities.
Think internally and externally when it comes to prospecting. Where can you find prospects within your network? (Think about clubs you’re a part of, communities you’re engaged in, social networks you’re on, etc.) Then, think externally. How can you reach people outside of your network? If you need some help, we can get you started on widening your net here.
2. Product Knowledge & Sincerity
Selling something you know (or care) little about makes your job that much harder. Push yourself to learn the caveats and intricacies of the policies you sell. Anticipate questions your prospects may have and come up with clear, concise answers. Being knowledgeable and sincere when you approach a potential customer positions you as an expert who truly cares about getting them the coverage they need. Prospects will be more inclined to trust you and turn to you when they have questions.
3. Keep Them Talking (about themselves).
The more you can get a prospect talking and engaged, the more open they’ll be to what you’re selling. Don’t allow yourself to hijack the conversation. When you keep your prospects talking about themselves, they may reveal information that can be helpful as you nurture that relationship. Jot down important points about them, or details of their life you can refer to later, like a favorite sports team or an anniversary.
4. Listen and Respond
It may seem like a no-brainer, but be sure to really listen to what your prospect (or customer) is saying. A person’s tone, inflection, and delivery can tell you a lot about how they’re feeling. Listen for nervousness, apprehension, or confusion and be sure to address it. They’ll appreciate the thoughtfulness and perception.
5. Manage Your Time
Do you know what activities are the most beneficial for your company? How about the items that take up a lot of time, but don’t bring in revenue? Assessing your schedule and crafting a purposeful agenda can help you spend more time on things that make you money, and less time on things that don’t!
6. Focus on Presentation
A good message presented badly will seldom lead to a sale, but we’ve seen a lot of terrible ideas make money because they were packaged and sold well. Bottom line: yes, you need a great product, but you also can’t afford — especially in our industry — to assume any product will sell itself. Customers need to trust you. Your presentation can take care of that. But to get it where it needs to be, you’ll need to know what you sound and look like to the customer. How confident are you? How good are you at answering their questions and communicating benefits? Record yourself, and listen to all of your presentations until your confidence and clarify is where it needs to be.
7. Versatile Communication
With so many avenues to communicate through, it’s essential that you’re comfortable with every type! Make sure your pitch is clear, regardless of the medium. You should be well-versed in selling and answering questions over the phone, text message, email, and video call.
Most sales require seven touchpoints to close. Just because someone isn’t immediately receptive doesn’t mean that a little nurturing can’t change that! Be patient and persistent – buying decisions take time. However, make sure to be strategic about your communications with them. You don’t want to irritate them by pestering them incessantly.
9. Be Goal-Oriented
You can’t measure a dream, but you can measure a goal. Every day, consider how the actions you’re taking are contributing to a goal you want to meet. If you need help setting a SMART Goal, download this infographic.
10. Learn From Mistakes & Denials
You’re going to get a lot of “nos” as you sell. The good salespeople understand this, but rather than give up or retreat, they think about how they can better prepare for the next sale. Did the prospect bring up an objection you haven’t heard before? Come up with a way to address it. Were they reluctant because of the price? Consider things you can add to your business that make the cost worth it, like direct access to you when they need to file a claim or a streamlined onboarding process.
Becoming a great salesperson is all about amassing and connecting as many of the above skills as possible. Working every day to improve your skills and better prepare yourself will make you a more successful salesperson! If you need new leads to sell to, we’ve got you covered. Call us at 800.820.2981 to get started, or fill out the form above.