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Do you want to improve your sales skills to be successful in your enterprise sales role? You’ll need to identify your strongest skill or set of skills and figure out how to use them most effectively throughout the entire sales process. Here’s how sales reps can identify their most vital skills and use them as they move up the ranks in their sales careers.
Reasons Why Enterprise Salespeople Should Focus on Their Strongest Sales Skill
Before you can learn how to uncover your essential sales skills, you must first understand why you should do so.
1. It’s easy to get caught up in trying to improve all of your skills, but you can only work on so many things at once. By focusing on your strongest skill, you’ll be able to make more progress than if you try and work on everything at once.
2. You’ll be able to build a reputation for yourself as an expert at your strongest sales skills, which will help you get more clients and bigger deals.
3. You’ll be able to charge more for your services because you can show how much value you bring by focusing on your essential sales representative skills, making it easier for you to grow your business.
4. By focusing on your best skill, you’ll free up time to work on other important sales skills that are lagging or that need improvement.
5. Focusing on your most vital skill will help build confidence in yourself and others around you, making sales a little easier for everyone involved.
Steps to Unlocking Your Strongest Skill in Sales
We’ve got some tips on leveraging your greatest sales skills to get you the best results possible.
Understand your ideal customer
It can be easy for salespeople to talk about their own company’s product rather than what their customers need. But when you focus on your customer’s pain points and address them with a solution that you deliver, they’ll respect you and might buy from you again. When done right, it is a solid way to build customer loyalty and grow your sales funnel.
Learn your customers’ requirements
If you’re unsure what your prospect is looking for, ensure you know what they need before doing anything. That might mean learning the market trends, doing extra research, or developing a proof of concept (POC). Understanding your customers’ requirements can also be as simple as researching their website and social media accounts.
Before you meet with your prospect, make sure you have a firm grasp of their requirements. If there’s something they want that you don’t have, be honest with them and suggest additional products or services. And if it looks like one of your competitors could fulfill their needs better than you, tell them so—and explain why it makes sense for them to work with someone else.
What are you great at?
To maximize your sales ability, you need to know precisely what you’re going to do and how you will do it. Start by assessing your strengths and weaknesses when selling enterprise products or services. Whether you’re an entrepreneur, a VP of Sales, or someone working their way up to VP level – most sales professionals have some sort of skill they’re particularly adept at.
Here are a few questions that might help sales reps figure out which one of your sales skills sets will play a pivotal role in moving forward with your business:
What do I excel at?
What do my peers value about me?
What am I passionate about?
How could I make more money using my most robust skill set?
Try something new
Next time you start a sales pitch or have a customer meeting, pick something you are interested in or enjoy talking about and focus on it. Be sure to spend your time on what makes you money. Yes, it’s easier said than done, but if your job is selling software—sell software!
Listen and learn as much as possible
As a salesperson, active listening is one of the most crucial sales skills. Not only will it allow you to understand your clients’ needs better, but it also sets up a relationship of trust. Before you have an opportunity to pitch your product or service, make sure you’ve listened carefully and asked questions. You may find out that what they were looking for has nothing to do with what you sell—and that could be a good thing.
What Skills Do You Need as a Salesperson?
Every salesperson should have basic soft sales skills, such as time management skills. Other sales skills that may help maximize sales productivity include:
Effective communication skills
Salespeople must be good communicators because they spend most of their time doing so. Every day, salespeople must communicate in various ways, from sending emails and attending meetings to making phone calls and using live chat for sales. If you want to work effectively with your team or communicate with potential customers, you’ll need a tool you can trust.
As a salesperson, it’s critical to be able to put oneself in someone else’s shoes.
Understanding what people think and feel allows you to steer talks more constructively. To improve your sales negotiation skills, you must understand when to press forward and back off. You can do this by uncovering the motives, pain spots, and more of the people you’re dealing with.
Honesty and integrity
Integrity is an essential factor that can make or break a successful salesperson. To have a solid reputation as a salesperson, you must be open and honest with your potential and existing customers. Salespeople should never try to sell a product or service to someone who isn’t a suitable fit for it.
It doesn’t matter if it’s because of a problem, a limited budget, or something else entirely. In addition, a salesperson must never mislead customers about a product’s or service’s benefits. As a result of your overpromises and underperformance, your reputation might suffer.
Emotional intelligence enables you to comprehend and control the emotions of others, as well as your feelings. People are likelier to listen to and follow your advice if you’re emotionally intelligent.
Use Software as a Service (SaaS) in Sales
In enterprise sales, sales management software has supplanted more traditional methods. The original purpose of the comprehensive sales software was to streamline the sales process and speed up the conversion of leads. Your sales team’s productivity will soar due to this integrated sales system. Your company’s operations will be more effective and accurate if you use a strong sales application that automates various operational activities.
Kennected offers Cloud Kennect, a LinkedIn automated prospecting tool for lead generation. Our service collects business data from your prospects and imports it directly into Salesforce. This allows sales reps to easily identify ideal leads and manage them from prospecting through qualification to inside sales.
You can also experiment with our Kennected Video platform. This application allows you to record and brand your sales presentations with CTA buttons and notifications activated when a prospect opens the videos.