Do you train your sales team consistently? Do you have sales training scheduled every week? What skills to train the sales team on?
Let’s talk about 5 sales skills to train the sales team on.
1. Consistency: You must have seen one-hit-wonder actors, who gave one big hit and then never gave another hit. Compare them to a superstar who was a consistent performer over the years.
The same rule applies to sales.
It is important for a salesperson to deliver consistent performance by achieving his quota month to month, quarter to quarter, and year to year. There is a difference between a one-hit-wonder and a consistent performer.
Train your team on the importance of performing consistently.
2. Questioning: Another skill needed for the sales team is to learn how to ask the right questions to understand the client’s pain and situation.
Train your team to question with the focus on how your services can solve the client’s pain. How to ask questions by practicing inquiry-based prospecting. It is easy that in desperation to get the work, salespeople get into the zone of pitching, instead of discovering.
Put your feet in the client’s shoes. When someone pitches us, we tend to get disconnected from the seller, but when someone takes a genuine interest in knowing our pain and provide solutions based on the same, we connect to the person. The same rule applies to us when we are the sellers.
Questioning based prospecting model is a great skill for a salesperson to learn.
3. Time management: A salesperson should be skilled enough in time management. Train your sales team on how to block their time for everything that their job description says.
A salesperson should let know everyone that during the specific hours, they will be working only on the specific tasks. When a salesperson builds this habit, they will stick to their routine and they won’t have to deal with the reasons why they didn’t get the time to do the sales.
A salesperson should always block their time to prospect, time to reply to client emails, to update CRM, for the daily scrum, for the weekly meeting, time for the monthly performance management meeting, time for weekly and monthly training, time to follow up on old leads, so on and so forth. Those who manage their time knows how simple time management is.
Also, train your sales team to protect their blocked time, no matter what the challenges are, they should try not to break their blocked time.
4. Communication: Communication skills are very important for a salesperson. When I talk about communication skills, I am not talking about someone who can speak on anything, with anyone, using any communication devices. For a salesperson, communication skills include, being a good listener, being empathetic, asking the right questions, listening to what is not said, being an observant, not making assumptions, knowing the known, and digging out the unknown.
Also, the salesperson should be well versed with today’s technological tools needed for virtual selling, including skill to communicate via emails, VoIP, video conferencing, phone, text messaging, and likewise.
Train your sales team to sharpen their communication skills.
5. Rapport building: We all know how important relationships are to get the work done. Highly connected people have an edge over others when it comes to getting work done. Relationship building is a very important skill for a salesperson.
We tend to do business with the people we like and trust. When we have to choose between two, we tend to choose the one with whom we have a better rapport. Focus on rapport building with the client by connecting on non-business talks. The client should feel that you care, and are not just all business. Small personal talk is an important skill when we talk to the client.
The skill of building personal rapport goes beyond the monetary value of the deal. This way you are adding intangible value to the solution you are providing.
Make sure you train your sales team to maintain a balance between personal and business relationships with the client. Otherwise, it could hurt the business interest of both.
To wrap it up, I would like to add that, we are lucky to be in the ITeS industry where we already know how to sell virtually. Build upon the virtual selling skill we have and by implementing these 5 skills to train your sales teams on.
Thank you and leave your questions and feedback below. I would love to hear from you, making this blog interactive.