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LogoutCommunication Skills
Building lasting relationships with clients, defining expectations, and (tactfully) expressing a buyer’s pain points all need strong communication skills.
It may seem self-evident, but remember that communication entails much more than simply speaking clearly and concisely:
- When communicating by email, social media, video conference, or in person, writing and presenting skills are required.
- From cold outreach and follow-up to taking an opportunity forward, salespeople must be able to communicate successfully throughout the sales cycle.
Business Acumen
The fundamentals of good business are always critical, whether you’re trying to understand an annual financial report or the factors affecting your customers. Deep knowledge of the company and product categories can help you gain the confidence of the customers and increase the conversion.
Active Listening
It’s no secret reps need good listening skills to connect with clients. But in today’s fast-paced business world, there’s always a temptation to formulate a response or follow-up question before the buyer finishes talking.
Staying in the moment and ensuring the vendor knows what the buyer is saying are the hallmarks of active listening. Reps can paraphrase or slow down the dialogue as required to ensure that they are truly positioning themselves as consultative sellers.
Negotiation Skills
Reps must lead a disciplined negotiating process after developing a proposal. In high-stakes discussions, salespeople are more likely to make mistakes, such as providing an excessively low discount.