What are the professional selling skills?
Working as a salesperson or being a small business owner is an interesting life, because every day is different and the selling process requires you to use different parts of your brain.
In this article, we will share with you a set of golden ideas about the art of selling and the skills of a professional seller:
Is selling an art or a science?
In fact, just as the personalities of professional salespeople can be different, the answer is not “either/or.” The most successful approaches to sales treat it as both: Sales, at its best, is an art and a science.
Selling is an art that requires the ability to form good relationships with others as well as a science that requires developing successful selling strategies.
There are different personalities for sales people. Some of them are very extroverted and people-oriented; They are passionate about building relationships, love talking to people, are good listeners, and have great personalities and an engaging charisma. This is one way to succeed as a sales executive, but it is not the only way; Other sales people are more analytical. They are great at observing people and understanding what makes them tick. They are process oriented and have a more scientific and mathematical orientation towards working through the sales cycle and closing the deal.
No salesperson can be great at every element of a successful sale, but if you can combine the “art” and “science” of sales in some way, you will be more successful.
For example, if you are already adept at the “technical” elements of building relationships and being a force of attraction when meeting clients, try improving your “scientific” skills of looking at your sales conversion rates and trying new approaches. If you’re already good at the scientific aspects of systematically making cold calls and analyzing your sales process, try improving your “artistic” performance by taking a public speaking class or reading about classic sales techniques like making a better pitch.
This guide explains how these essential skills can help you improve and increase sales, including building trust, identifying customer needs, selecting and presenting products to customers, handling questions and objections, and closing sales.
Here are 4 selling skills every professional salesperson should master:
Your communication skills determine your chances of selling, from your tone of voice to your last word in a conversation. Developing effective communication skills will help you build a strong first impression that will enable you to gain confidence and build bridges of effective communication.
Questioning skills: Asking appropriate and powerful questions may help you determine whether a customer is likely to buy from you, and work to advance the sales process:
Closed questions: require a simple “yes” or “no” answer. For example: “Looking for TV today?”. Closed questions are often used to gather basic information from the client to use to create an open-ended question.
Open-ended questions: require the client to explain or clarify. For example: “What kind of product are you looking for?”. Open-ended questions are used in order to collect specific information so that you can identify the client’s wants and needs.
Inquiry questions: revolving around a specific topic to reveal more information. For example: “What type of TV do you think would fit best on your wall?”. Test questions are used in order to obtain more specific information in order to fully understand customer needs, and also to reveal and clarify customer perceptions and opinions.
Emphasizing questions: obvious from their name, they are to make sure your customer understands what you said. For example: “Which of these features will benefit you the most?” Emphasis on questions are used to verify that you have successfully conveyed information to your customer.
Summary confirmation questions: These are to make sure you understand what your customer has told you. For example: “Would you say you would like to order the next model in our collection?” This type of question is used to verify that you understand your customers’ needs, and that the benefits you have identified meet their needs.
Conversational skills: Professional salespeople seek to achieve effective communication with their customers, building a conversation based on trust and. Conversational skills include:
- Speak informedly and know well about the product
- Show that you really care about the customer’s needs
- Show interest and warmth
- Avoid bias or stereotypes
- Mimicking the client’s verbal style
- Provide feedback that shows you understand what the customer is saying
- Customer opinions are welcomed
- Avoid interrupting or correcting unnecessarily
- Recognizing and responding to signs of discomfort or boredom
Vocal skills: Good communicators know that what they say is often less important than how they say it. Use your tone of voice to make an impact by:
- Adjust the tone of voice to suit the conversation
- Adjust the volume to be audible and clear
- Speak in a firm tone of voice to show calm and confidence
- Slow down your speech to sound calm and clear
- Change the position of voice to fit your message – to show enthusiasm, common sense, interest and charisma
- Pronounce the words clearly
- Change the quality and intensity of your voice to get attention
2. Non-verbal communication skills of the seller
When selling to customers, your nonverbal communication skills — such as active listening and interpreting nonverbal cues — are just as important as what you say. Developing these skills will help you understand what your customers want, so you can offer them the most relevant products and services.
Listening skills: listening to your customer to discover their needs helps you to suggest the appropriate products or services to meet those needs. Active listening is the process of confirming what you think your customer has said and meant, by observing verbal and nonverbal cues.
Understanding Nonverbal Cues: Interpreting your client’s nonverbal cues and behaviors allows you to read their situations and better understand their needs. Responding to the client’s nonverbal cues in the right way can help your client feel at ease.
3. The skill of building intimacy with clients
Familiarity with the client constitutes psychological comfort similar to that which occurs when dealing with friends and relatives. It is a matter of professional selling to have the ability to analyze customers’ personalities, especially with regard to needs, wants and way of thinking, and this interpersonal skill requires you to master the art and timing of speech.
Customer Service: Customer service skills can help you keep existing customers and gain new ones.
Building rapport: Getting customers to trust you is essential to making sales. Building bridges with the customer is one of the most effective ways to build trust. This means that the seller has to put himself in the shoes of the customer, so when you put yourself in the shoes of your customer, you can then interpret what your customer expects from you, and according to that you can build the adaptation of the sales steps in a way that meets those expectations.
Effective Negotiation Skills: Negotiation skills are a powerful tool in sales, and include analysis, problem-solving, personal influence, and persuasion. You can also navigate the sales process effectively with the help of good negotiation skills.
4. Know your products and services
Knowing the product well is an essential selling skill. Understanding the features of your products allows you to accurately and convincingly present their benefits. Customers respond to enthusiastic sales staff who are passionate about their products and eager to share the benefits with them.
Know your products or services: Customers are more likely to trust sales people who show confidence in themselves and what they’re selling. You can build this trust by increasing your knowledge of your products or services.
Be honest about the shortcomings: If your product or service has some shortcomings in certain situations, be honest with customers. Let them know ahead of time if you don’t think your product or service is right for them and they’ll be more inclined to trust you when they need something in the future.
Turn product features into benefits: Features are measurable, tangible, physical characteristics of a product. Benefits are solutions that product features offer to a specific customer. Successful salespeople know all the features of their products and skillfully transform these features into benefits for their customers.
Businesses thrive on the sales force’s ability to interpret customer needs and behavior and build strong customer relationships.
To be great at selling skills, you have to be interested in people as human beings with emotions and feelings, while also paying attention to the analytical aspect of measuring and evaluating human behavior and decision making.
No matter what industry you work in, or what job you hold, you will need the art of salesmanship and skills of a professional salesperson to succeed in your life in general. Even if you’re not in “sales,” you’re selling every single day; Whether it’s making a move in a meeting or convincing your boss that you should be able to take the next week off, every professional interaction is about give and take. If you are skilled at influencing these interactions for your own benefit, you will get ahead in life.