Essential Soft Skills For A Sales Force
Soft skills are crucial attributes required for continued success in the workplace. They are those little nuggets of communication and interpersonal skills that will have you relate better with the people at work. Soft skills are especially essential if your job entails any sort of sales and marketing. Having such interpersonal skills greatly determines how you identify, and deal, with customers. They are, at the very least, one of the reasons you will either be a success or a flop.
When putting together a sales force, there are different factors to consider and different skills to evaluate. However, there are 5 soft skills that are a must-have for any sales force to succeed.
If you are in sales, the most necessary skill set has to be good communication. The ability to put your ideas across in a clear and concise manner cannot be understated. Whether spoken, written, or through social media, good communication is key. The sales force has to be able to engage with the customer during various situations. Good communication is especially needed when dealing with a customer in a face to face situation. In such cases, the sales force has to be engaging, purposeful, able to put their point across clearly. There should be no room for ambiguity.
Your sales team needs to be able to put themselves in the customer’s shoes. How else will they be able to convince the customer that they need your product or service? Being empathic with the customer makes them feel more comfortable when dealing with you. It makes them feel like you are on their side, which for any sales rep, is half the battle. Empathy also makes you communicate your points across better since you can identify what the client is feeling or what they need.
To be a good sales rep, you have got to learn how to be humble. The phrases “The customer is always right” or “The customer is king” come into play here. Identifying when to be humble during a sales pitch can help you close easier. Humility as a sales weapon helps the customer connect with you better since they feel like you are human; not just an insufferable sales rep out to fill a quota.
In this day and age, businesses are increasingly focusing on a more team-oriented sales force instead of single sales reps. It is, therefore, important that the salesperson is able to operate in a team environment. This includes the ability to work well with others, to offer support to others, to give and receive instructions, and to even ask for help when needed. It’s only by doing so that they are able to perform better and make more sales in a team.
This new move towards a team-based model of putting together a sales force and the unpredictable nature of today’s customer roles requires a lot of flexibility. To be a successful sales team, you have to anticipate situations and act accordingly. They should be able to perform different roles and engage customers on different platforms.
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Dr. Eric Nach, Ph.D., M.Ed., A.S.D. Cert. Developmental and Behavioral Specialist and Associates