Today’s world of commerce is extremely different than that of five, ten or twenty years ago. Fifty years ago major sales deals could be made with just a shake of a hand. Long complex proposals and contracts are the norm these days.
Not to mention the level of competition that has evolved over the past few years. To keep up with the times and the competition, sales and marketing professionals need to keep their skills current.
Four major skills needed today include the ability to display and read emotion, building partnerships with clients and with other salespersons, using online social networking and using online, self-directed training.
Displaying and Reading Emotion
The best sales people are those that show their passion for their product or service and then create that same passion in their clients. That single display of emotion (passion) from a sales person can get the potential client excited and want more of the product, service or the salesperson.
Displaying sincere emotions such as passion are not the same emotions that are attached to being overbearing, pushy or outgoing. Passion is more a way to connect one-on-one with the sales lead.
On the other end of the spectrum, a good salesperson has to be able to read the potential customer’s emotions at all times during the course of the sales presentation. If the lead is feeling antagonized, angry, or suspicious of the salesperson, the product or the service, the best salespeople can pick up on those emotions and address the concerns immediately.
Strong emotions about purchasing a product or service also carry responsibilities. The best salespeople know when their client is emotional about a product and should not exploit those emotions. Make the sale that is right at the time for the client and the rewards will be more sales when needed in the future.
Building Relationships
Relationship building is based on mutual trust. The client needs to feel they can trust the salesperson. When working with other companies or other salespersons to provide the best solution for a client, there has to be a sense of trust among all of the companies and salesperson involved.
When collaborating with other companies on a sales project, meet with the all of the sales persons involved and setup a method for tracking the contribution and payment schedule for all. Make sure everyone knows where and when they contribute to the solution and how they will be compensated for that contribution right up front and before any work begins.
In the October 2008 issue of Selling Power, a hands-on guide to training a sales team on building profitable partnerships details how to train sales people on building and maintaining these vital relationships.
Online Social Networking
The power of online social networking is just now being realized and will be a force to be reckoned with for the next few years. Learning about and implementing online social networking has be part of any sales professional’s repertoire. A good place to start is to read and comment on other professionals’ blogs.
Self-Directed Learning
Taking responsibility for one’s learning and the need to stay competitive is a must do for today’s professional. Do you want to learn how to use the online social networking? Join support groups and discussions. Keep reading blogs and visiting sales training web sites.
Continually assess your own training needs and find several relevant training options and request the training.
Take Charge of Your Skill Set
If you take charge of the skill sets needed to compete today and continually learn the best practices used, success will be eminent.
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