How to Develop Innovative Sales Techniques

How to Develop Sales Skills: A Guide to Becoming a Successful Salesperson

Being a good salesperson is an essential part of the business. However, not everyone is a natural-born salesperson. But the good news is sales skills can be developed and improved over time. Marino Sussich has been using his sales skills to lead businesses to improved profits and industry-leading success. The tips below will help you develop the skills necessary to succeed in sales. 

1. Master the Art of Communication

• Clear Messaging: You must develop the skill of explaining the benefits of your product or service clearly and concisely. Always keep the message simple and avoid jargon.
• Active Listening: There’s a saying that we have two ears and one mouth. Good salespeople listen more than they talk. Listening to and understanding customer’s needs is crucial to developing sales skills. Always ask open-ended questions and listen carefully to their responses.
• Non-Verbal Communication: Facial expressions, body language, and eye contact can make or break a sale. Study yourself in front of a mirror and be aware of your appearance when feeling confident. 

2. Know Your Product and Service

• Understand the Customer’s Needs: Learn how your product and service solves the customer’s problem. Each pitch and conversation must be customised to highlight each customer’s most relevant features and benefits.
• Know the Ins and Outs: Knowledge about your product allows you to answer questions confidently and position its value effectively.

3. Build Strong Relationships

• Personalise Interactions: Every customer will have their own needs and requirements, and so should your approach. You must tailor your sales pitch based on their specific needs and concerns.
• Establish Trust: Building trust with customers is crucial for long-term success. Underpromise, overdeliver, be transparent, keep your promises, and always act with integrity.
• Follow-Up: A significant part of building relationships is staying in touch after the initial contact. Follow up consistently without becoming annoying!

4. Develop and Constantly Review a Strong Sales Process

• Prospecting: Know how to identify and reach out to potential leads. This could include researching your ideal customer profiles and using platforms like LinkedIn or CRM tools to find prospects.
• Qualifying Leads: Not all leads are worth pursuing. Ask the right questions to determine whether a prospect needs your product, the budget, and decision-making power.
• Closing the Sale: Closing is arguably the most critical part of the process. Use techniques like creating urgency, offering limited-time deals, or asking for a commitment in a non-pushy way.

5. Learn to Handle Objections

• Anticipate Common Objections: Know why customers say no (e.g., price, timing, or need) and be prepared with solutions or counterarguments.
• Stay Calm and Confident: When faced with objections, remain calm and confident. See objections as opportunities to clarify and reinforce the value of your product.
• Ask Clarifying Questions: Often, objections are rooted in misunderstandings. Ask follow-up questions to understand the customer’s concerns fully.

6. Practice Emotional Intelligence

• Empathy: Put yourself in the customer’s shoes to understand their needs, pain points, and emotions. Empathy helps in building rapport and trust.
• Self-Awareness: Be aware of your own emotions during the sales process. Stay positive, patient, and composed even in challenging situations.
• Adaptability: Be ready to adjust your approach depending on the customer’s emotional state and communication style.

7. Use Data and Analytics

• Track Performance: Measure critical metrics like conversion rates, lead response times, and customer retention rates to identify areas for improvement.
• Analyse Buying Patterns: Use customer data to analyse buying behaviour and trends. This can help you tailor your approach and anticipate customer needs.
• Test and Optimise: A/B test different sales approaches, pitches, or pricing strategies to see what resonates best with your audience.

8. Continuous Learning and Self-Improvement

• Sales Training Programs: Enroll in sales courses or workshops to learn new techniques and strategies from experts.
• Mentorship: Find a mentor in your field who can offer guidance, feedback, and advice based on their experience.
• Self-Reflection: After each sales interaction, take the time to reflect on what went well and what could have been improved. Continuous self-reflection helps you hone your skills.

9. Manage Rejection with Resilience

• Don’t Take Rejection Personally: Rejection is a normal part of the sales process. Don’t let it discourage you—learn from it and move on.
• Ask for Feedback: When you lose a sale, don’t hesitate to ask the prospect why. This information can help you improve your pitch and approach next time.
• Stay Persistent. Persistence is critical to sales success. Follow up with prospects, even after a no, as their circumstances may change.

10. Use Technology to Your Advantage

• CRM Tools: Use Customer Relationship Management (CRM) systems to manage your leads, track customer interactions, and automate follow-ups.
• Social Selling: Use platforms like LinkedIn to network with prospects, share valuable content, and establish yourself as an expert in your field.
• Sales Automation: Automate repetitive tasks such as sending emails, tracking leads, and generating reports so you can focus more on selling.

Marino Sussich: Innovative Sales Consultant

Marino Sussich is an experienced, innovative sales consultant based in Melbourne. Drawing upon his strategic management skills and renowned thought leadership, he focuses on growing companies in challenging environments. You can book an initial conversation with Marino Robert Sussich here.