Top 3 Sales Team Tips

I'm get asked 'how can we improve the sales performance'.  It doesn't matter if you have a new, established or mixed sales team, there are 3 areas to focus on that will have a quick impact on the sales results.

Active Listening

The best sales people are great at listening to the customers needs and translating the requirements into a solution that they can offer.  Active listening requires focus and will demonstrate that the needs are understood and a bridge of understanding is being built.  We move from a simple sales opportunity to consulting with the customer, a far more powerful position.

Communication Skills

The first rule of communication is make sure you can be heard.  We need to be able to communicate with different types of people, and we need to them to understand us and trust what we are saying.  So we focus on verbal (the words), para-verbal (the tone), and non verbal (the body language) .  Then we need to make sure that our emails and messages are delivering on the customers needs and wants.

Resilience

I remember being told that 'No' in sales isn't personal and that every no is one step closer to a yes.  And whilst this still makes me cringe, there is some truth.  We do need to make sure that we have the capacity to cope with rejections and then move on to the next opportunity.  For some people this simply takes practice, for others it may require some coaching and support, but for everyone this does offer up an opportunity to learn - a key step in building success and resilience.