What makes a good salesperson in 2024? And what skills should they have to generate successful leads and boost results for the business?
Steve Harlow, Chief Sales Officer at Sopro, comments on the skills every successful salesperson should have and how to implement them:
“A good salesperson must be equipped with the necessary knowledge and tools to be productive. There are various skills a salesperson needs and different tactics they can adopt to engage with customers effectively and drive sales. Here are some of the most important ones:
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Social prospecting: “Using social networks as a strategic tool, social prospecting allows sellers to establish connections and relationships with potential customers. A salesperson can increase their credibility and build strong relationships with customers by utilising social prospecting and virtual selling.
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Buyer Research: A key skill for every salesperson is buyer research. Effective selling starts with understanding the buyer, but this goes beyond simply knowing who the customer is. One of the best ways to conduct buyer research is by creating an ideal customer profile (ICP). The best way to start is to look at your current customers and see who generates the most value.
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Storytelling: “Storytelling in the sales industry encompasses more than recounting an experience. It involves crafting an engaging story that appeals to potential customers. Telling a story makes features and benefits come to life and puts them in a relatable context for customers. Gaining storytelling skills in sales can turn a standard proposal into an engaging story that draws in and closes a sale.
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Product Knowledge: “You can accurately portray the advantages of your product to potential customers when you have extensive knowledge of it. You’re also more equipped to handle requests from customers and address concerns raised in the sales process.
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Adaptability: A salesperson must be able to adjust to the ever-changing landscape of the sales industry, get out of their comfort zone and experiment with new tactics and resources to determine what works best. A salesperson is never done learning, whether it’s about market prices, sales techniques, or engagement methods. The most skilled salespeople are aware of the new challenges and trends in a constantly evolving industry.”
