Get fresh insights from 7,700 sales professionals.<\/span><\/h2>\n\t\t\t\t\t\t\tDig into our latest report to learn how sales professionals are driving productivity and efficiency.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t
\n\t\t\t\t\tGet the Report<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t\n\t\t\t![\"State](\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2018\/08\/state-of-sales.png\")
\t\t<\/div>\n\t<\/div>\n\n\t\n\t<\/div>\n\n\n\nThe world has fundamentally changed<\/b>. Whacking customers over the head won\u2019t cut it anymore. Today, information is readily available and customers are more demanding than ever. According to Salesforce research<\/a>, 57% of shoppers are double-checking products online via mobile devices while in-store<\/b>. Additionally, platforms like forums and social media mean they connect with each other and are well aware they have options. <\/p>\n\n\n\nThese new information dynamics demand much more subtle sales skills, and a new type of sales personality: specifically not someone who\u2019s simply an expert at selling. Instead a person who can draw on their complex body of knowledge to help solve a prospect\u2019s specific issue<\/b> is what\u2019s required.<\/p>\n\n\n\n![\"\"\/](\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/09\/connected-customer-shopper-journey2019.png?strip=all&quality=95\")
<\/a><\/figure>\n\n\n\nA good thing to remember is to make sure you\u2019re always helping the customer<\/b>. This can happen at any stage of the sales process, from helping them learn more or come to a decision or by helping them find the right item for them. The modern customer needs to meet a modern, connected salesperson<\/a> \u2013 so here are seven of the most important skills for you to work on.<\/p>\n\n\n\nThe 7 most important sales skills for modern salespeople<\/b><\/h2>\n\n\n\n1. Staying on top of trends and new ideas<\/b><\/h3>\n\n\n\n
It all starts with knowing what you\u2019re talking about. Prospects today might sometimes even be better informed than salespeople themselves. Today\u2019s sales conversations start much later in the information-gathering process than they used to \u2013 by the time customers first talk to a salesperson, they are already overwhelmed with information.<\/p>\n\n\n\n
Instead of a hawker, they need an intelligent advisor who has taken the time to upskill and make sure their sales pitch<\/a> is informed and detailed. Rather than just sell, salespeople now need to be able to filter the information consumers already have towards their own product.<\/p>\n\n\n\n2. Adaptability: tailored sales representative skills and abilities<\/b><\/h3>\n\n\n\n
You need to know the market and your prospects\u2019 pain points<\/b> as well as you know your own product. You\u2019ll only ever be truly good at it if you have a genuine interest in developing this knowledge. <\/p>\n\n\n\n
Modern sales skills demand spending more time researching prospects and learning about the market<\/a> than other traditional sales techniques. This can inform every interaction you have with a prospect from first contact and nurturing to your sales pitch and closing the deal.<\/p>\n\n\n\nThe good news is that you now have the tools you need to do this. For example, CRM software<\/a> allows you to gather insights on sales prospects you never would have had access to in the past. By taking advantage of these new tools, small businesses can understand and therefore sell to customers better with a more tailored and personal approach.<\/p>\n\n\n\n3. Emotional intelligence: connecting with customers<\/b><\/h3>\n\n\n\n
It\u2019s \u201cthe age of social\u201d \u2013 that doesn\u2019t just refer to social networks, but also to a social skillset. If the salesperson of the past was a talker, the modern sales representative shows skills of a listener, who is sensitive to customers\u2019 needs and preferences<\/a>.<\/p>\n\n\n\nGood modern salespeople spend a good deal of time researching prospects on social networks<\/a> \u2013 to learn about their professional role and issues as well as their personal interests. Whether it’s on LinkedIn as mentioned, or even on Twitter<\/a>, it helps get to know your prospect as an individual and establish a personal, meaningful connection. The pushy salesperson\u2019s attentiveness is, at best, cosmetic. A great salesperson\u2019s interest is sincere. And customers appreciate that effort, even if you get it slightly wrong, as evidenced by the fact that 78% of buyers seek someone<\/a> who isn\u2019t just a salesperson, but also trustworthy.<\/p>\n\n\n\n4. Customer collaboration skills: Working with the customer<\/b><\/h3>\n\n\n\n
As the sporting clich\u00e9 says, teamwork makes the dream work. This applies to sales where the modern purchasing experience has shifted to a more collaborative model. As a salesperson, you want to make the shoppers feel empowered<\/a> in their decision to buy your product.<\/p>\n\n\n\nFor example, it can be tempting to show your customer a range of options from the lowest price point all the way to the most expensive. However, if you know your customer and are working towards a solution with them, you will already know their budget and needs.<\/b> Perhaps you can skip the lower-end items and the most expensive options, and go into more detail when discussing the mid-range products. This will let your customer know you are taking into consideration their requirements and feel as if you\u2019re on their team.<\/p>\n\n\n\n5. Confidence and motivational skills<\/b><\/h3>\n\n\n\n
Salespeople have always had to be confident \u2013 but there\u2019s a big difference between confidence fueled by ego and confidence backed by facts and research<\/b>. Rather than feeling pushed towards buying a product, consumers would rather feel motivated to make the decision to buy for themselves. In some cases, closing a sale is as simple as telling the customer they\u2019re ready<\/a> and sealing the deal with a persuasive, yet not so pushy approach.<\/p>\n\n\n\nAccording to studies from Marc Wayshak, 61% of salespeople say that selling is harder today than it was 5 years ago. Today\u2019s informed buyers don\u2019t want to be sold to \u2013 if they sense empty rhetoric, they\u2019ll put up their defences. Solid facts and personal relevance will earn their respect, as well as motivate them to make the purchase you\u2019re driving them towards.<\/b><\/p>\n\n\n\n6. Upskill to team selling and knowledge sharing<\/b><\/h3>\n\n\n\n
The best way to learn what moves prospects is by talking to the people who know \u2013 other salespeople. Where \u201cthe lone wolves\u201d of the past had their own secret pitch, businesses now understand the value of a strong workplace culture and team environment. <\/p>\n\n\n\n
A strong sense of community means best practices and advice<\/a> are shared across the team and everyone benefits from this organic knowledge hub. As Salesforce research shows, a successful team<\/a> is an engaged and cooperative team. It\u2019s simple, teams that sell together, succeed together too<\/b> and this is easier now than ever. Cloud software enables customer data, team updates<\/a> and other important information to be shared faster and more efficiently than ever. There\u2019s no excuse not to work together!<\/p>\n\n\n\n7. Storytelling skills instead of sales techniques<\/b><\/h3>\n\n\n\n
Storytelling is one of the most powerful tools we have for engaging with people. Experienced salespeople are an incredibly rich source of real-life anecdotes that can demonstrate use cases, issues and possible complications<\/b>. No two sales conversations are the same \u2013 but the ability to draw upon the experience and selectively present relevant stories is a highly creative skill that helps establish a real connection with prospects.<\/p>\n\n\n\n
Few people will admit to like being sold to, but we all welcome an intelligent partner<\/b> \u2013 a fully rounded personality that\u2019s not just selling but connecting with us, empathising and helping us solve a problem.<\/p>\n\n\n\nStay up to date with the help of the experts<\/h2>\n\n\n\n
Great salespeople have always instinctively known and practised these things. But it\u2019s the connectedness and information saturation of today\u2019s world that make these once simply desirable selling skills imperative today. <\/p>\n\n\n\n
As seen here, the skills required to be an effective sales representative change with the needs of the market. What worked 5 years ago might be completely irrelevant today, due to the speed at which technology and consumer expectations grow. <\/p>\n\n\n\n
\t\t<\/div>\n\t<\/div>\n\n\t\n\t<\/div>\n\n\n\nThe world has fundamentally changed<\/b>. Whacking customers over the head won\u2019t cut it anymore. Today, information is readily available and customers are more demanding than ever. According to Salesforce research<\/a>, 57% of shoppers are double-checking products online via mobile devices while in-store<\/b>. Additionally, platforms like forums and social media mean they connect with each other and are well aware they have options. <\/p>\n\n\n\n These new information dynamics demand much more subtle sales skills, and a new type of sales personality: specifically not someone who\u2019s simply an expert at selling. Instead a person who can draw on their complex body of knowledge to help solve a prospect\u2019s specific issue<\/b> is what\u2019s required.<\/p>\n\n\n\n A good thing to remember is to make sure you\u2019re always helping the customer<\/b>. This can happen at any stage of the sales process, from helping them learn more or come to a decision or by helping them find the right item for them. The modern customer needs to meet a modern, connected salesperson<\/a> \u2013 so here are seven of the most important skills for you to work on.<\/p>\n\n\n\n It all starts with knowing what you\u2019re talking about. Prospects today might sometimes even be better informed than salespeople themselves. Today\u2019s sales conversations start much later in the information-gathering process than they used to \u2013 by the time customers first talk to a salesperson, they are already overwhelmed with information.<\/p>\n\n\n\n Instead of a hawker, they need an intelligent advisor who has taken the time to upskill and make sure their sales pitch<\/a> is informed and detailed. Rather than just sell, salespeople now need to be able to filter the information consumers already have towards their own product.<\/p>\n\n\n\n You need to know the market and your prospects\u2019 pain points<\/b> as well as you know your own product. You\u2019ll only ever be truly good at it if you have a genuine interest in developing this knowledge. <\/p>\n\n\n\n Modern sales skills demand spending more time researching prospects and learning about the market<\/a> than other traditional sales techniques. This can inform every interaction you have with a prospect from first contact and nurturing to your sales pitch and closing the deal.<\/p>\n\n\n\n The good news is that you now have the tools you need to do this. For example, CRM software<\/a> allows you to gather insights on sales prospects you never would have had access to in the past. By taking advantage of these new tools, small businesses can understand and therefore sell to customers better with a more tailored and personal approach.<\/p>\n\n\n\n It\u2019s \u201cthe age of social\u201d \u2013 that doesn\u2019t just refer to social networks, but also to a social skillset. If the salesperson of the past was a talker, the modern sales representative shows skills of a listener, who is sensitive to customers\u2019 needs and preferences<\/a>.<\/p>\n\n\n\n Good modern salespeople spend a good deal of time researching prospects on social networks<\/a> \u2013 to learn about their professional role and issues as well as their personal interests. Whether it’s on LinkedIn as mentioned, or even on Twitter<\/a>, it helps get to know your prospect as an individual and establish a personal, meaningful connection. The pushy salesperson\u2019s attentiveness is, at best, cosmetic. A great salesperson\u2019s interest is sincere. And customers appreciate that effort, even if you get it slightly wrong, as evidenced by the fact that 78% of buyers seek someone<\/a> who isn\u2019t just a salesperson, but also trustworthy.<\/p>\n\n\n\n As the sporting clich\u00e9 says, teamwork makes the dream work. This applies to sales where the modern purchasing experience has shifted to a more collaborative model. As a salesperson, you want to make the shoppers feel empowered<\/a> in their decision to buy your product.<\/p>\n\n\n\n For example, it can be tempting to show your customer a range of options from the lowest price point all the way to the most expensive. However, if you know your customer and are working towards a solution with them, you will already know their budget and needs.<\/b> Perhaps you can skip the lower-end items and the most expensive options, and go into more detail when discussing the mid-range products. This will let your customer know you are taking into consideration their requirements and feel as if you\u2019re on their team.<\/p>\n\n\n\n Salespeople have always had to be confident \u2013 but there\u2019s a big difference between confidence fueled by ego and confidence backed by facts and research<\/b>. Rather than feeling pushed towards buying a product, consumers would rather feel motivated to make the decision to buy for themselves. In some cases, closing a sale is as simple as telling the customer they\u2019re ready<\/a> and sealing the deal with a persuasive, yet not so pushy approach.<\/p>\n\n\n\n According to studies from Marc Wayshak, 61% of salespeople say that selling is harder today than it was 5 years ago. Today\u2019s informed buyers don\u2019t want to be sold to \u2013 if they sense empty rhetoric, they\u2019ll put up their defences. Solid facts and personal relevance will earn their respect, as well as motivate them to make the purchase you\u2019re driving them towards.<\/b><\/p>\n\n\n\n The best way to learn what moves prospects is by talking to the people who know \u2013 other salespeople. Where \u201cthe lone wolves\u201d of the past had their own secret pitch, businesses now understand the value of a strong workplace culture and team environment. <\/p>\n\n\n\n A strong sense of community means best practices and advice<\/a> are shared across the team and everyone benefits from this organic knowledge hub. As Salesforce research shows, a successful team<\/a> is an engaged and cooperative team. It\u2019s simple, teams that sell together, succeed together too<\/b> and this is easier now than ever. Cloud software enables customer data, team updates<\/a> and other important information to be shared faster and more efficiently than ever. There\u2019s no excuse not to work together!<\/p>\n\n\n\n Storytelling is one of the most powerful tools we have for engaging with people. Experienced salespeople are an incredibly rich source of real-life anecdotes that can demonstrate use cases, issues and possible complications<\/b>. No two sales conversations are the same \u2013 but the ability to draw upon the experience and selectively present relevant stories is a highly creative skill that helps establish a real connection with prospects.<\/p>\n\n\n\n Few people will admit to like being sold to, but we all welcome an intelligent partner<\/b> \u2013 a fully rounded personality that\u2019s not just selling but connecting with us, empathising and helping us solve a problem.<\/p>\n\n\n\n Great salespeople have always instinctively known and practised these things. But it\u2019s the connectedness and information saturation of today\u2019s world that make these once simply desirable selling skills imperative today. <\/p>\n\n\n\n As seen here, the skills required to be an effective sales representative change with the needs of the market. What worked 5 years ago might be completely irrelevant today, due to the speed at which technology and consumer expectations grow. <\/p>\n\n\n\n<\/a><\/figure>\n\n\n\nThe 7 most important sales skills for modern salespeople<\/b><\/h2>\n\n\n\n
1. Staying on top of trends and new ideas<\/b><\/h3>\n\n\n\n
2. Adaptability: tailored sales representative skills and abilities<\/b><\/h3>\n\n\n\n
3. Emotional intelligence: connecting with customers<\/b><\/h3>\n\n\n\n
4. Customer collaboration skills: Working with the customer<\/b><\/h3>\n\n\n\n
5. Confidence and motivational skills<\/b><\/h3>\n\n\n\n
6. Upskill to team selling and knowledge sharing<\/b><\/h3>\n\n\n\n
7. Storytelling skills instead of sales techniques<\/b><\/h3>\n\n\n\n
Stay up to date with the help of the experts<\/h2>\n\n\n\n