Best tips on how to improve sales skills

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Careers that offer commissioned incentives based ono sales performance can be an excellent opportunity to bring home a large paycheck. Unfortunately, salesman get a bad reputation if they are too pushy or seem to be too desperate to close a sale. Here are some customer friendly ways to boost your sales and your paycheck without having to beg to close the deal.



1. Features, Advantages, and Benefits

Many salespeople spend too much time extolling the virtues of the features of their product or service. In other words they talk about what their offering is, rather than what it can do for the customer. So a basic sales skill is the ability to differentiate between:

The features of what the product/service is.

How these features might be an advantage to a customer.What a real customer says the benefits are of having the product or using the service.

If the salesperson just talks features at their customer, the customer will quickly become bored, because most of the features have no interest for them. The safest way for the seller to proceed is to find out exactly what benefits the customer is looking for, and to do that they need to ask the right questions.

2.Listen more than you talk

Great sales professionals understand the value of listening. As said by many, if you were designed to talk more than to listen, you would have two mouths and only one ear. Use your two ears at least five times more than your mouth. As a wise man once told me: If you are telling, you ain't selling.

3.Selling to People Outside Your Comfort Zone

Most salespeople who are "people persons", already think that they are good at this. Let me ask you a question. When you last lost a sale, how was your rapport with the key person who decided against you?

You can't afford to look away and ignore people that you don't have natural rapport with. The good news is that people like people like themselves. All you have to do to gain rapport is stretch your behavior outside or your comfort zone until you become like another person.

4. Body Language

Listening is a key sales skill, but not only with the ears. Paying attention to what the customer is saying subconsciously, that is through their body language, can reveal as much about the message being transmitted as the actual words.

Facial expression; body posture; tone of voice; eye contact and movement; hand gestures; these can all give the alert salesperson clues as to what concerns or issues the customer has.

5.Be authentic in ALL actions

Are you truly authentic in all of your actions? Do you mean what you say? Do you follow up on all of your promises? Do you return all calls even when you know them to be potentially bad?

6.Have More Fun

Sales is fun when you are in control and closing deals. Selling is miserable when you are under pressure to close business.

Take the pressure off yourself to close and instead focus on qualifying and motivating your prospects.

Bonus Sales Tip

When you are giving a presentation, selling on the telephone or one-on-one in your prospect's office, picture your prospect as having the words SO WHAT stamped on his forehead. Imagine that for everything you say, the prospect is asking "so what, why should I care?".

Remember, prospects only care about how what you are selling can eliminate a problem that they have or help make their business or life better. The answer to this question is always what your product does for them (benefits), not what your product is



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