Your success in sales relies on your ability to communicate effectively. 𝙎𝙤𝙪𝙣𝙙𝙨 𝙤𝙗𝙫𝙞𝙤𝙪𝙨 𝙧𝙞𝙜𝙝𝙩? But you may be surprised at how often these communication skills get forgotten in the fast-paced environment that comes with working in sales.
Here are our 𝘁𝗼𝗽 𝟴 𝗳𝘂𝗻𝗱𝗮𝗺𝗲𝗻𝘁𝗮𝗹 𝘀𝗸𝗶𝗹𝗹𝘀 that can take you from being just 𝘢𝘯𝘰𝘵𝘩𝘦𝘳 salesperson to a 𝗰𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝘁 𝗰𝗼𝗺𝗺𝘂𝗻𝗶𝗰𝗮𝘁𝗼𝗿 𝘁𝗵𝗮𝘁 𝗰𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝘁𝗹𝘆 𝗱𝗿𝗶𝘃𝗲𝘀 𝗿𝗲𝘀𝘂𝗹𝘁𝘀.
1. 𝗣𝗿𝗮𝗰𝘁𝗶𝗰𝗲 𝗮𝗰𝘁𝗶𝘃𝗲 𝗹𝗶𝘀𝘁𝗲𝗻𝗶𝗻𝗴
Too often, salespeople are waiting for their turn to talk or thinking about what to say next… 𝘸𝘦 𝘨𝘦𝘵 𝘪𝘵, 𝘤𝘢𝘭𝘭𝘴 𝘤𝘢𝘯 𝘨𝘦𝘵 𝘳𝘦𝘱𝘦𝘵𝘪𝘵𝘪𝘷𝘦! However, falling into this trap of passive listening could be costing you some key clients.
Instead, it’s important to take the time to 𝗽𝗿𝗼𝗮𝗰𝘁𝗶𝘃𝗲𝗹𝘆 listen to the prospect and confirm you heard them correctly. One of our favourite ways to guarantee we do this is by asking a relevant follow-up question to further clarify your understanding of their situation. Which in return, helps build stronger relationships with prospects and can often aid future conversions.
Try it on your next sales call and you will likely see the difference in how the conversation flows.
2. 𝗕𝗲 𝗽𝗲𝗿𝘀𝗶𝘀𝘁𝗲𝗻𝘁 𝗻𝗼𝘁 𝗽𝗲𝘀𝘁𝗲𝗿𝗶𝗻𝗴
We’ve included this in our top communication skills as it’s easy to confuse the two.
A salesperson must know the fine line between being persistent rather than pestering. Continuing to call, email or message your prospect, without understanding why they may not be responding is counterproductive.
Instead, 𝘀𝘁𝗮𝗿𝘁 𝗮𝗳𝗿𝗲𝘀𝗵 𝗮𝗻𝗱 𝘁𝗮𝗸𝗲 𝗮 𝗱𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝘁 𝗮𝗽𝗽𝗿𝗼𝗮𝗰𝗵. Rather than resending the same email, which will likely end up hidden amongst the rest, be proactive and reach out to the prospect via Linkedin.
Create new copy with a striking headline and an easier call to action, 𝘁𝗼 𝗰𝘂𝘁 𝘁𝗵𝗿𝗼𝘂𝗴𝗵 𝘁𝗵𝗲 𝗻𝗼𝗶𝘀𝗲. Once the prospect is re-engaged and the relationship is reignited, you can return back to the original business objective.
3. 𝗔𝘃𝗼𝗶𝗱 𝗺𝗮𝗸𝗶𝗻𝗴 𝗮𝘀𝘀𝘂𝗺𝗽𝘁𝗶𝗼𝗻𝘀
It’s easy to fall into the same routine at work, especially if you have been in the role for a while. However, every prospect is different, so your usual sales routine mustn’t allow you to create assumptions.
This may lead to a prospect feeling that they have to interrupt the conversation and correct any assumptions you may have voiced *𝙔𝙞𝙠𝙚𝙨!*
Instead, don’t be afraid to ask questions and 𝗮𝗰𝘁𝗶𝘃𝗲𝗹𝘆 𝗮𝗰𝗸𝗻𝗼𝘄𝗹𝗲𝗱𝗴𝗲 𝗵𝗼𝘄 𝘁𝗵𝗶𝘀 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁 𝗱𝗶𝗳𝗳𝗲𝗿𝘀 𝗳𝗿𝗼𝗺 𝘁𝗵𝗲 𝗿𝗲𝘀𝘁. Whatever makes them unique, try to use this to your advantage.
4. 𝗠𝗮𝘀𝘁𝗲𝗿 𝘆𝗼𝘂𝗿 𝘁𝗼𝗻𝗲 𝗼𝗳 𝘃𝗼𝗶𝗰𝗲
In the world of sales, your voice is one of the most important aspects of building a great first impression – We agree, it’s a shame you don’t get to make use of that great smile, but there’s a lot you can do to take advantage of your voice.
To build a strong rapport, listen to how your prospect speaks and 𝗺𝗶𝗿𝗿𝗼𝗿 𝘆𝗼𝘂𝗿 𝗼𝘄𝗻 𝗮𝗰𝗰𝗼𝗿𝗱𝗶𝗻𝗴𝗹𝘆. This will build a sense of familiarity and will make your call stand out, in comparison to the ordinary sales pitches they may be used to.
Try to match the formality, speed and word choice to those of your prospects and you might be surprised how much they open up to you- 𝘢 𝘤𝘳𝘶𝘤𝘪𝘢𝘭 𝘤𝘰𝘮𝘮𝘶𝘯𝘪𝘤𝘢𝘵𝘪𝘰𝘯 𝘴𝘬𝘪𝘭𝘭.
5. 𝗛𝗼𝗻𝗲𝘀𝘁𝘆 𝗶𝘀 𝘁𝗵𝗲 𝗯𝗲𝘀𝘁 𝗽𝗼𝗹𝗶𝗰𝘆
The old tale “𝘩𝘰𝘯𝘦𝘴𝘵𝘺 𝘪𝘴 𝘵𝘩𝘦 𝘣𝘦𝘴𝘵 𝘱𝘰𝘭𝘪𝘤𝘺” that your parents may have drilled into you growing up, should be carried through with you into the sales world, as one of your top communication skills.
Exaggerating any information or giving out wrong facts, will only come back to bite you when you can’t follow through with those promises.
On top of this, 𝗰𝗼𝗺𝗶𝗻𝗴 𝗮𝗰𝗿𝗼𝘀𝘀 𝗮𝘀 𝗴𝗲𝗻𝘂𝗶𝗻𝗲 𝘄𝗶𝗹𝗹 𝗰𝗿𝗲𝗮𝘁𝗲 𝘁𝗿𝘂𝘀𝘁 between you and the prospect and if they believe what you are saying, you’re increasing the chances of that potential customer becoming a long-term partner.
6. 𝗗𝗲𝗺𝗼𝗻𝘀𝘁𝗿𝗮𝘁𝗲 𝘆𝗼𝘂𝗿 𝗰𝘂𝗿𝗶𝗼𝘀𝗶𝘁𝘆
Take advantage of the power and knowledge that questions can provide and use them as a lead in your sales calls.
𝗧𝗵𝗲 𝗯𝗲𝘀𝘁 𝗰𝗼𝗺𝗺𝘂𝗻𝗶𝗰𝗮𝘁𝗼𝗿𝘀 𝗮𝗿𝗲 𝘁𝗵𝗼𝘀𝗲 𝗸𝗻𝗼𝘄𝗻 𝗳𝗼𝗿 𝗯𝗲𝗶𝗻𝗴 𝗰𝘂𝗿𝗶𝗼𝘂𝘀 and truly caring about what their conversational counterpart has to say. This is particularly crucial during a sales call, to illustrate that you’re indeed fascinated and aren’t just another “𝘤𝘢𝘭𝘭𝘦𝘳” – not to mention the potential information that questions can provide.
7. 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝘄𝗵𝗮𝘁'𝘀 𝗻𝗼𝘁 𝗯𝗲𝗶𝗻𝗴 𝘀𝗮𝗶𝗱
Master the ability to be able to read between the lines.
Prospects sometimes don’t tell the whole truth and sometimes it can be hard to understand why. Perhaps your prospect is sold but they still have to work on persuading their manager to get on board, or maybe they’re talking to several companies to evaluate the options available to them.
Whatever the case, practice being able to spot when a prospect is excluding information and alter your approach where appropriate.
8. 𝗣𝘂𝘁 𝘆𝗼𝘂𝗿𝘀𝗲𝗹𝗳 𝗶𝗻 𝘁𝗵𝗲 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝘀𝗵𝗼𝗲𝘀
𝘛𝘩𝘦𝘰𝘳𝘦𝘵𝘪𝘤𝘢𝘭𝘭𝘺 𝘰𝘧 𝘤𝘰𝘶𝘳𝘴𝘦.
Our final step to add to your list of key communication skills, is being able to see things from the prospects point of view. Further demonstrating yourself as a likeable salesperson.
When you make it clear that you 𝘂𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝘄𝗵𝗮𝘁 𝘁𝗵𝗲 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁 𝗰𝗮𝗿𝗲𝘀 𝗮𝗯𝗼𝘂𝘁, the empathy built can completely transform a sales call.
This will not only help you cater to their needs but also increase your chance of closing a deal-𝘢 𝘸𝘪𝘯-𝘸𝘪𝘯 𝘪𝘯 𝘰𝘶𝘳 𝘦𝘺𝘦𝘴.
𝗔𝗿𝗲 𝘁𝗵𝗲𝗿𝗲 𝗮𝗻𝘆 𝗼𝘁𝗵𝗲𝗿 𝗰𝗼𝗺𝗺𝘂𝗻𝗶𝗰𝗮𝘁𝗶𝗼𝗻𝘀 𝘀𝗸𝗶𝗹𝗹𝘀 𝘆𝗼𝘂 𝘄𝗼𝘂𝗹𝗱 𝗮𝗱𝗱 𝘁𝗼 𝗼𝘂𝗿 𝗹𝗶𝘀𝘁?
We would be interested to hear!
𝗡𝗲𝗲𝗱 𝗵𝗲𝗹𝗽 𝗼𝗻 𝗵𝗼𝘄 𝘁𝗼 𝗶𝗻𝘁𝗲𝗴𝗿𝗮𝘁𝗲 𝘁𝗵𝗲𝘀𝗲 𝗲𝗶𝗴𝗵𝘁 𝗰𝗼𝗺𝗺𝘂𝗻𝗶𝗰𝗮𝘁𝗶𝗼𝗻 𝘀𝗸𝗶𝗹𝗹𝘀 𝗶𝗻𝘁𝗼 𝘆𝗼𝘂𝗿 𝘀𝗮𝗹𝗲𝘀 𝘁𝗲𝗮𝗺?
Here at AvA-V, we have a variety of face-to-face & virtual training programmes, from 𝘗𝘳𝘰𝘢𝘤𝘵𝘪𝘷𝘦 𝘗𝘳𝘰𝘴𝘱𝘦𝘤𝘵𝘪𝘯𝘨 to 𝘊𝘰𝘯𝘴𝘶𝘭𝘵𝘢𝘵𝘪𝘷𝘦 𝘈𝘱𝘱𝘳𝘰𝘢𝘤𝘩, that will assist and ensure your sales talent deliver the results needed to 𝘁𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺 𝘆𝗼𝘂𝗿 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀.
Check out our bespoke sales training modules HERE.
𝗘𝗮𝗴𝗲𝗿 𝘁𝗼 𝗰𝗵𝗮𝘁 𝗻𝗼𝘄? 𝗖𝗮𝗹𝗹 𝘂𝘀 𝗼𝗻 𝟬𝟭𝟱𝟲𝟱 𝟳𝟱𝟴𝟬𝟬𝟬