KEY SKILLS A SALESPERSON MUST DEVELOP IN ORDER TO SELL EFFECTIVELY

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Key skills a salesperson must develop in order to sell effectively

Marketing strategy is the key process that accounts for the success of any organization in the world. However, different organizations use different marketing strategies to market and sell their products. Promotion is one of them is the key function that leads to making awareness of the existing products and services and making an attempt to sell them to both potential and prospective customers. Promotion is very diverse and may take the form of personal selling which involves the use of different persons to directly make awareness of the products to the customers. Personal selling basically has the concept of marketing and thus needs qualified people who are knowledgeable about the product and the organization (Avila et al, 2012). mainly, personal selling is mostly preferred by many organizations since it provides immediate feedback and provides face to face communication between the salespersons and the customers. Therefore, all the questions raised by the customers are able to be answered by the salespersons and thus providing personal appeal. However, there are some of the key skills these salespersons are supposed to possess in order to be effective. This report provides the key learning skills that a salesperson should have to effectively sell the products to the customers.

Salespersons sell the organizational products direct to the customers and thus need to have some specific skills that make them sell the products to the customers. At first, they need to have the communication skills especially the interpersonal skills. In order to communicate to their customers, salespersons ought to be friendly to their customers and able to approach their customers in a way that is attracting and able to motivate the customers to listen to them. The tone voice, pace and the volume of the sales persons are very important when communicating with their customers while selling the products (Román and Iacobucci, 2010). Mainly, the way a salesperson says things in order to prospect highly matters than what actually you are saying. Therefore, the salespersons are supposed to attribute to the tone and voice than the content. This is because the voice and volume mainly help to capture the attention of the customers. The salespersons are persons who need to be active listeners. The listening skills are very important to the sale person while communicating to their prospective customers. Giving their customers enough time to ask talk while listening gives them the ability to intelligently ask questions or even answer all the questions from the customers. Mainly, great listening skills have the ability to help them empathize with the prospects to be able to learn more about the business products including the pain points (Salmon, 2013). Therefore, they are able to critically sell and provide the most suitable solution to some of the problems that they face during their career.

Another critical skill of a sale person is an ability to prevent objection. The way of handling the objection is very important. Most of the customer may object the product whenever they are approached by the salesperson. The salesperson should have the most appropriate strategies that can help them prevent any objection from the prospective customers Avila et al, 2012). This ability comes in if the salesperson is self-motivating and able to persuade the customer on the basis of the brand, organization and product differences. Also, the salesperson is supposed to be knowledgeable about the market where he/she is selling the products. This is done possibly by having a critical analysis on the market in terms of the target customers and the segments of the market. In addition, the needs of each segment of the target market will help the salesperson provide the exact product that matches the needs of its customers. The knowledge about the product is very important. Product knowledge provides the salesperson with full information about the product, its usage and the customers who are targeted.

Rapport building is another key skills helps the sales persons to have mutual trust and friendship between him/her and the customers (Arnold and Boggs, 2015). Rapport building is very important since it provides them to have good interpersonal relationships. However, most of the salesperson does not realize the aspect while selling. Rapport building can be achieved by professionally dressing, smiling and also being on time to the customer. Strategic prospecting skills also are important to the salespersons. For the sales persons to effective sell, they need to build a network whereby they ask referral from their customers. Looking for the referrals from the existing connection increases the sales. Having a closing technique after selling to the customers also matters if the customers will buy the product again or not. Therefore, the salesperson should have a formula of closing the deal when he/she sales a product to the customer.

In conclusion, salespersons are professionals who need to be highly skilled since they directly deal with the customers. How they communicate in terms of approaching customer, answering questions and also handling objections is the main determinant of their success in the field. Personal attitudes and stereotyping or biases should be put aside and be able to handle all the types of persons according to their needs. Self-motivating should be the highest aspect which should not be left aside.

 

 

 

 

 

 

 

References

Ingram, T.N., LaForge, R.W., Avila, R.A., SchwepkerJr, C.H. and Williams, M.R., 2012. Sales management: Analysis and decision making. ME Sharpe.

Román, S. and Iacobucci, D., 2010. Antecedents and consequences of adaptive selling confidence and behavior: a dyadic analysis of salespeople and their customers. Journal of the Academy of Marketing Science, 38(3), pp.363-382.

Salmon, G., 2013. E-activities: The key to active online learning. Routledge.

Arnold, E.C., and Boggs, K.U., 2015. Interpersonal Relationships-E-Book: Professional Communication Skills for Nurses. Elsevier Health Sciences.

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