All master sellers have something crucial in common: a passion for continuous self-improvement. After all, no matter how much you master your craft, there’s always room to improve sales skills.
Whether you’re starting your sales career or you’ve closed multiple seven-figure deals, we think you’ll benefit from these 7 proven ways to take your sales skills to the next level.
While using a sales script may be a good place to start working on your conversational skills, creating your own conversational roadmap can be much more effective. After all, sales scripts can make you sound inauthentic and inexperienced. Designing a conversational roadmap gives you structured freedom to improve your sales conversation skills.
Here are the key elements of a conversational roadmap:
For more details and sample conversational roadmaps, go here.
Picture this common scenario for a moment. Your sales manager uses AI-powered conversation intelligence to look at your team’s calls and quickly spots a trend: the reps who are performing well spend a lot of time listening and reflecting back what their prospects are saying, whereas the lower-performing reps spend a lot of time doing monologues. The manager sets up a training for your team to help you all practice reflective listening and improve sales skills.
Up until recently, that’s where the conversation intelligence capabilities would end. But with Revenue.io’s patented real-time intelligence technology, your manager could turn on pop-up reminders that automatically remind you to practice reflective listening when they’re talking too much. She can then use post-call intelligence reports to ensure everyone is using the new techniques, and make sure that they’re working by tying them to call and deal outcomes.
As you can see, real-time conversation intelligence has the ability to guide you during critical sales moments. With pop-up reminders helping to reinforce your sales training, you’ll be able to grow as a seller and move more deals forward.
If you’re part of the 64% of sales reps who are part of a remote team, you might find it challenging to stay productive when you’re working from home. Even if you go into the office every day, you still might be wondering how to enhance your sales productivity and volume.
These are some powerful ways to become more productive whether or not you sell remotely:
Although it may seem like top sellers need to spend most of their time talking about their products, they actually probably invest more time actively listening. In fact, 78% of successful reps say that listening has a substantial impact on conversion rates.
Active listening allows you to pinpoint the issues your prospect is facing so you can clearly articulate why your solution matters to them. Reflective listening takes this one step further–asking clarifying questions and summarizing key points throughout the conversation so your prospect knows you’re listening. Remember: the best way to become a good listener is to be genuinely curious about the person you’re talking to.
Here are some of the positive results you can expect once you improve your reflective listening skills:
According to our latest research, 77% of reps struggle to find enough time to complete everything they need to during the day. Honestly, it’s not surprising that time management is one of the top struggles for sellers. Distractions for sellers continue to grow, and with the proliferation of the “sales stack” filled with tools and products that demand rep attention, finding time to focus on customers is harder than ever before.
Before you can start managing your time effectively, you need to check which of these top sales time wasters are affecting you:
These challenges can all be solved with the right tools. The more automation you employ on a daily basis, the more time you’ll have to focus on selling. How else would you improve sales skills?
It’s easy to be intimidated by sales objections, particularly those you haven’t heard before. Once you develop a proper objection-handling framework, however, you won’t feel nearly as startled when a new objection surfaces.
Here’s the objection handling framework our team uses at Revenue.io to confidently overcome sales objections:
To see how we use this framework to overcome the 5 most common sales objections (and more), check out this guide.
No matter how long you’ve been in sales, it’s vital to stay coachable. There is always more to learn from those around you. Whenever you receive notes from your manager, a colleague, or a prospective buyer, eagerly embrace the opportunity to grow.
If you want to take it one step further, reach out to your peers for advice on handling objections, sending emails, or giving demos. Challenge yourself to incorporate their feedback the next time you make a call or follow up with a prospect.
Looking for more ways to improve sales skills? Check out the Sales Enablement Podcast with Andy Paul. Each week, Andy interviews key sales professionals with the goal of helping you exceed buyer expectations and earn more revenue.
Heather Bakire is the Content Marketing Manager at Revenue.io, the complete RevOps platform for conversation guidance, sales engagement, and live call insights and analytics. Heather loves a good story, and she is passionate about international travel and all things outdoors.