6 Simple and Proven Ways to Improve Your Selling Skills. Selling gets harder every year. In this guide, we share six proven and surprising methods that help sales professionals improve their selling skills.
The world of sales becomes more difficult every year. In 2022, 59% of leading competitive intelligence vendors agreed that their industry had become much more competitive.
The only way to stay on top is to improve your sales skills and get better at what you do. Research shows that filling the pipeline was the top go-to-market priority in B2B sales for 48.8% of sales and marketing leaders. Learning how to find more leads and then close them is essential.
Today I’m going to cover six strategies you can use to improve your selling skills, generate more business, and get even more results.
1. Be an industry expert
All sales are built on trust first, and industry expertise is one of the best ways to generate that trust. By sharing your ideas, you can make yourself known as a thought leader and help bridge the trust gap with your prospects.
Expanding to more channels can also help you sell in today’s connected world. Research shows that today’s B2B buyers use 10 channels to interact with suppliers – twice as many as five years ago. By sharing your knowledge, you can attract potential customers through these channels.
And when you know more about your industry and market, it’s even easier to see what your prospects are thinking, address objections, and close the sale. One of the best ways to demonstrate your expertise in the industry is to practice what you preach. For example, I’m known as a PR and SEO expert – mostly because I’ve used the same techniques I teach to grow my business and help clients.
2. Improve your prospecting
Prospecting is not a numbers game. Or rather, it’s not just a numbers game. Of course, you need to reach enough leads, but that starts with understanding who is most likely to respond. Four out of ten salespeople say they lose leads because they don’t have enough personalized information. So one of the first ways to improve prospecting is to do better research.
Look for the specific pain points that best apply to the prospect. You probably already know the most common issues your prospects face, and some background information can help you match those issues to what you see in your prospect’s business.
There is also another area to consider. Most sellers know to research company details, but personal information can also be a big help. Look for personal interests that match yours. We tend to like people who look like us, so finding those similarities can be a big help.
3. Revise your qualification process
Once you’ve tried hard to find someone who is qualified, it can be hard to get rid of them. But quality trumps quantity, and the more leads you can weed out during the qualification process, the better. This means you can devote more time and attention to the people most likely to buy.
So qualify early in the sales process and be as strict as possible. Once you know a prospect won’t buy, move on. The longer you wait, the more time you will waste on unqualified leads.
One of the best ways to screen leads faster is to improve the questions you (or your team) ask during the qualification process. Consider questions such as:
- Which solutions have you already tried?
- Why are you trying to fix this problem now?
- What happens if you don’t fix the problem right away?
- What could be stopping your company/team/department from moving forward?
4. Use the right tools
The right tools can help you save time and money, close more sales, and develop your selling skills. Research shows that 39% of salespeople spend too much time working across technologies. Tools that reduce the amount of work involved are therefore best.
First, I recommend software to reduce friction and help you get in touch at the right time. A well-timed call can make or break a sale, so it’s a good idea to automate this process rather than keep it in your head. A technology platform like a CRM can help you stay organized, track, and sell consistently.
The second is a Voice over Internet Protocol (VoIP) system. According to the definition: VoIP uses the cloud instead of analog cabling, which allows you to make calls from anywhere. You can also track call data, view stats, and more. If you’re still reaching prospects through landlines, it’s time to move on.
And for an even smarter boost, personalize your information as much as possible when setting up demos or calls with your prospects. For example, you can set up a virtual phone number that allows you to customize the area code you’re calling from based on your prospect’s area code.
5. Review sales pitches to find weaknesses
I just mentioned using a VoIP system for calls and there is a hidden benefit – you can easily review recorded calls and find your own strengths and weaknesses.
Listening to your old sales pitches isn’t fun for anyone, but it’s one of the best ways to improve. You can identify areas where you excel and search for answers that didn’t do so well or look for areas where you can improve.
Regularly, like every week, take time to review some of your sales pitches and look for opportunities for improvement. Prepare more effective and compelling ways to engage with prospects. Then check how well these methods worked in your next exam session. Similar to A/B testing, this continuous improvement will help you find the best way to convince prospects and close more deals.
6. Develop your skills with role-playing games
One final skill to add to your toolbox is roleplay. Once you discover a pain point in your sales pitches, the best way to break that habit is to keep practicing.
You can simulate the type of conversation you want to improve with a colleague, colleague or friend. Explain the scenario to them and even give them a basic script if needed, complete with common objections.
I recommend that you record your role-playing conversation and conduct it continuously as if it were a real sales pitch. Then, listen and identify areas where you want to improve before implementing the changes in Real Online Sales Calls.
Selling skills are more important than ever. Luckily, the tools available to improve these skills are even easier to find and are constantly being improved. With a little bit of technology and a desire to improve, you can study your sales skills and grow tremendously. That’s all you need to advance your role as a seller and deliver even more.
6 Simple and Proven Ways to Improve Your Selling Skills