Question: What is the one skill that all business owners should be the best at?
Answer: Sale skills of course!
But, what sales skills are the most important? What sales skills must you possess in order to succeed? With a lengthy list of sale skills to analyse, we asked Adrian Fadini, Founder of Trained Group, for his top five must-have sales skills.
1. It is important to listen to gather information, not just listen to reply
Effective listening is a trained skill set, which can be highly beneficial for tradies and businessmen if executed properly. Listening to a clients to gather information means understanding what the client is saying; what is important to them, what they want, what they value, and the list goes on. The more information you know, the easier it is for you to truly understand the needs of the client and therefore, understand how you can fixed their problems in a win-win sale deal. Listening to a client to gather information also allows you the opportunity to show a genuine interest in the client, providing tailored responses and building rapport.
2. Ask questions that lead the client to expand on their needs
The more that you know about your client, the more you can help them meet their needs. Asking different types of open-ended questions is a great way to probe your client and explore their thoughts and feelings, whilst showing interest in them. This might include questions such as, “Could you please tell me a little bit more about that?” or, “Why do you think the last maintainance didn't work?” The more questions you ask, the more you will know about your client. Your clients will appreciate your effort to truly understand them and not just take the first thing they say as the sole truth.
3. Identify the implicit and often unspoken need of each client
Mastering the skill to identify the unspoken need of your client will grant you a major competitive advantage over your sales rivals. The unspoken need is either a need that a client deliberately does not reveal as they believe it cannot be fulfilled, or it is a need the client holds, that they might not even be aware of. Identifying their unspoken need allows you to negotiate a solution for your client that really addresses what they desire, without them even speaking about it.
4. Employ creative negotiation so all parties benefit
So what is creative negotiation? Put simply, creative negotiation is the process of generating new ideas that can be used to solve problems, and is key to effectively negotiating a win-win solution for all parties. Generating multiple ideas gives yourself and your client the freedom to choose between alternatives to negotiate the best solution possible.
5. How to masterfully overcome objections, especially the objection “I need to think it over”
Objections are a good thing! They are a sign that your prospect is actually considering your proposal.
Often poorly trained sales people mistake objections as a negative. Objections are an opportunity for you to clarify your offering and how it will improve your prospect’s situation.
Objection handling is like push-ups and sits-up at the gym; they are the fundamentals to selling and you must master these habits in order to be a top class professional.
One of the faster ways to get results from a young sales team is to craft responses to the most your common objections and practice, practice, practice! If you, as the business, don’t know how to respond to an objection, how will your team?