Cultivating product knowledge is an important part of sales, but it can’t be the only thing that you rely on in order to succeed. You also need to understand a buyer’s needs through empathy, and know how you can help them get what they want.
For example, if you’re selling home energy efficiency products, it’s important to be able to explain how the product will save customers money on their energy bills. You can even use customer case studies and details of past purchases to demonstrate these savings to prospective buyers.
Another essential skill for salespeople to have is strong listening skills. This is especially true for people who work with B2B clients, as they need to understand how the company’s products can help a potential client achieve their business goals.
A big part of this is knowing how to ask the right questions at the right time, based on what you learn about the prospect and their situation. This is often referred to as the art of questioning, and it’s one of the things that separates great salespeople from average ones.
Finally, one of the most important soft skills for salespeople to have is a belief that they can improve their abilities over time. This is why many top salespeople are lifelong learners—they read books, attend webinars and take courses on improving their skills. This is what sets them apart from average salespeople who are happy with their performance and are unwilling to push themselves. Bazaar