Communication Skills for Sales People
Communication Skills for Sales People
All organisations, to some degree, need to be able to sell. As sales people, you need to improve the following skills:
1. Making a good first impression.
2. Full analysis of customer needs, wants and DON'T wants.
3. Presentation and explanation of products and services.
4. Answering objections and questions.
5. Persuasion.
6. Negotiation.
7. Closing / advancing the sale process.
8. After sales customer service .
9. Add on sales.
10. Referrals.
Questionnaire
1. To what degree do you think you make a good first impression. Do people warm to you instantly or does it take longer for people to get to like you?
2. To what degree are you a good analyst of other people needs? Do you ask questions and really try to understand the other person's view, or do you tend to talk too much about yourself and your own business?
3. To what degree do are you able to present and explain your ideas and products to other people, in a way that they find informative, convincing and attractive? Do you find it easy to express yourself, or do you sometimes struggle to explain what you really mean?
4. To what degree are you able to handle objections to your view? Can you elegantly absorb and defuse an objection, or are you more likely to be upset, or rattled by someone who disagrees with you?
5. To what degree are you a good negotiator? Are you able to find workable solutions that form the basis of a good relationship, or are you likely to give too much away for nothing, or say "Take it or leave it"?
6. To what degree are you able to "close" a person to make a decision? Are you a good motivator, or have you never given this aspect of communication any serious thought?
7. To what degree are you able to maintain a positive mental attitude and good relationships with people, even when things are going badly? Do you keep your attitude positive during tough times, or do you tend to let bad situations negatively affect your language and your emotions?
Sales Training: The Power to Influence
To some degree, all organisations need to be skilful at either selling themselves or their products.
Being good at selling is not a natural talent. Sales skills must be learned and practised until they become second nature.
If you would like to improve your sales skills, take a look at our one-day Sales Training Course, and see how we can help you, to have the 'Power to Influence'.
Definition: sales communication
Sales communication is a business skill that makes a good first impression, finds the buyer’s true needs with questions, shows product value in clear words, and handles worries so the buyer can decide.
Show CG4D Definition
- Creates a positive first impression with the prospect
- Discovers the buyer’s real needs through purposeful questions
- Explains product or service value in clear, relevant language
- Addresses objections and guides the buyer to a decision
Article Summary
Sales success rests on clear, purposeful communication: impress early, uncover real needs, present value, calm objections, negotiate fairly and close with confidence. Learn and practise each step, because 74% of buyers choose the vendor who explains value best.
Frequently Asked Questions
Here are some questions that frequently get asked about this topic during our training sessions.
What is the first communication skill every sales person should master?
How can a sales person analyse customer needs effectively?
Why is clear product presentation important in sales?
What is a simple way to handle customer objections calmly?
How does persuasion differ from negotiation in a sales talk?
When should you try to close the deal in the sales process?
Why do after-sales service and referrals matter to sales success?
Thought of something that's not been answered? Ask Us Today!
Did You Know: Key Statistics
74% of B2B buyers in 2024 say a vendor’s clear explanation of value is the main reason they choose that vendor. Sales reps who run a formal need analysis hit their 2024 quota 28% more often than reps who skip that step.About the Author: Chris Farmer
Chris Farmer is the founder of the Corporate Coach Group and has many years' experience in training leaders and managers, in both the public and private sectors, to achieve their organisational goals, especially during tough economic times. He is also well aware of the disciplines and problems associated with running a business.
Over the years, Chris has designed and delivered thousands of training programmes and has coached and motivated many management teams, groups and individuals. His training programmes are both structured and clear, designed to help delegates organise their thinking and, wherever necessary, to improve their techniques and skills.
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Looking for Communication Skills Training?
If you're looking to develop your Clear Communication Skills, you may find this Communication Skills Training Course beneficial:
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Next Open Course Starts in 14 days, Birmingham, places available