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9 sales presentation tips that great salespeople swear by.

Sales presentation framework

  • Stick’s 200+ interviews of top sales and marketing pros
  • Using the top sales presentation examples, here’s what we learned:

Part One: How to Build a Powerful Sales Presentation

In great sales teams, the story is co-developed with sales and marketing.

Sales Story = Change + Pain + Gain + Proof.

 Sales presentation methodology

1. Start with change.

Sales presentation tip

2 . Show them their pain.

Sales presentation tactic

3. Share a glimpse of the gain.

Sales presentation technique

4. Provide proof.

  • Showing value (“ Similar Company X was like you, but then they achieved these results” )
  • Showing volume (“ 10,000+ companies have joined”)

Sales presentation proof

Part Two: How to Deliver Your Sales Presentation

Webcam during sales presentation

“Take the same product and present it directly to the prospect by talking about it and then take that same product and present it using visual aids.

You will find that, not only do you close a higher percentage of prospects, but they will actually pay more money for the same product.”

Sales presentation mistakes

1. Replace text with visuals.

Sales presentation mistakes

“Human PSE is truly Olympian. Tests performed years ago showed that people could remember more than 2500 pictures with at least 90 percent accuracy several days post-exposure, even though subjects saw each picture for about 10 seconds. Accuracy rates a year later still hovered around 63 percent….

Sprinkled throughout these experiments were comparisons with other forms of communication, usually text or oral presentations. The usual result was PSE demolishes them both.”

2. Keep it to 9 minutes.

Best sales presentation length

3. Author your own content.

Part three: following up after your sales presentation, 1. turn discovery into custom content..

Sales presentation context

2. Build your champion’s buying guide for them.

Provide a clear agenda in your sales pitch

3. Build it in their brand.

Customize your sales pitch within your prospect’s brand

Conclusion: The Ultimate Sales Presentation

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7 Tips for Successful Sales Presentation Skills

presentation skills sales

The traditional sales pitch has changed. Here are 7 tips to improve your presentation skills and turn your sales pitch into the conversation your customers want to have. 

presentation skills sales

Salesforce Staff

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The sales pitch has changed. And not just because it’s more likely to take place virtually than in a meeting room. Gone are the days of throwing information at your customer, wowing them (or baffling them) with pithy one-liners, then sweeping triumphantly out of the room. The pitch is no longer your mic drop moment. Rather it’s a conversation with the customer that should resonate with them long after you’ve had it. 

Key to getting it right is keeping your audience engaged. Listen. Ask questions. Offer real solutions. The longer you can keep their attention, the higher your chances of winning them over. 

Use these tips to create a sales presentation that will do exactly that.

1. Do your due diligence with customer research

Research is critical. Without it, you won’t understand your customer well enough to know what matters to them, let alone sell them your product. And with 88% of reps saying current economic conditions make it important to anticipate customers’ needs , you don’t want to be caught off guard. 

Well before your presentation, find out everything there is to know about your customer’s company, industry and competitors. When it’s time to pitch, your understanding of the customer and the landscape they’re operating in should be second nature. 

High performing sales teams are using AI to supercharge their insights into customer behaviour and preferences. The right technology can be a great sidekick when it comes to perfecting your pitch.

2. Talk to the right audience

The best presentation in the world will go to waste if it isn’t delivered to the right audience. Find out who the decision maker is. Who is actually going to approve the purchase? No one wants their time wasted.

3. Offer a solution

If you’ve done your homework and asked the right questions, you’ll know what problem the customer is struggling with. Now is your chance to acknowledge it and share a solution. Tailor your pitch so it speaks to the unique challenges of the particular customer and show them how your product can meet those challenges. 

Your pitch should be different every time you deliver it because every customer will have a different problem they need to solve. They won’t be interested in why you think the product’s great or why other customers like it. They want to know how it can help them.

4. Be ready to overcome sales objections

Fine tune your sales message so it addresses potential objections before they arise.  

The most common sales objections: budget, authority, need, and time (also known as BANT). Make sure your responses show value to your buyer. For example, does your customer currently use a competitor’s product that is similar? If so, demonstrate the features that differentiate your product. Are they struggling with their budget this quarter? Highlight the ways in which your product will save them money.

Your responses will sharpen over time as you receive more feedback. In the meantime, use your knowledge of the customer and the product to be prepared for the inevitable “buts”.

5. Listening skills are your key to success

It’s tempting to be married to your script and to race through it without drawing breath, let alone letting your customer get a word in edgewise. 

So put the script down. Check in with your buyer as you go. Listen carefully and respond with thoughtful follow-up questions. By tuning in, you can tweak your sales message so it sounds really attractive to that particular buyer. 

Go in with a view to having a conversation, not just delivering a presentation.

6. Be proactive and follow up after your sales pitch

Don’t wait for your customer to make the next move. Every sales pitch should end with a call to action that is relevant to the customer. Even if they aren’t ready to complete the sale yet, keep the momentum by nurturing their journey forward with a follow-up meeting or trial period.

7. Get a head start

This is your opportunity to get a referral to kickstart your next round of pitches. Ask customers you have a healthy relationship with for referrals to other prospects. If you’ve made that all important great impression, they’ll be happy to share the love.

But don’t go in cold. A name and phone number is good but a name and phone number plus an email introduction is way better.

It’s time to get in the same room as the buyer and work your magic. Remember, be prepared and keep it concise. What do people like better than a great pitch? A short, great pitch. Don’t waste their time (or your’s) by padding it with unnecessary buzz words (“synergy” we’re looking at you). Keep their attention with a clear, relevant message. Because you’ve done your research, you know your customer, you know your product and you’re prepared to go off script if necessary.

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Sales Presentation Skills: Crafting persuasive presentations that captivate prospects and drive sales

Take your sales presentations to the next level! Learn the skills and techniques for creating presentations that will help you close more deals.

Kayvon Kay

August 1, 2023

Mastering Sales Presentation Skills: Create Pitches that Drive Results

TSC Sales Engine

Greetings to all the marketing maestros out there! Imagine, for a moment, stepping onto a stage. Spotlights are beaming down on you. The room hums with anticipation. You're about to deliver a sales pitch that could be a game-changer for your business. Your heart beats faster, not out of fear, but exhilaration because you've mastered the art of sales presentation skills. How can you achieve this confidence? Let's dive into the world of captivating sales pitches that not only catch the eye but also drive concrete results.

What sets a powerhouse sales reps apart from the crowd is not just the product they're selling, but how they sell it. Every word, every slide, every gesture plays a role in weaving a captivating narrative that persuades the prospect. But what is a sales presentation, and why does it hold such immense significance?

What is a Sales Presentation?

Sales Presentation

Imagine an artist preparing a canvas. They've visualized the masterpiece in their mind; the colors, the shapes, the emotions. Each stroke of the brush brings them closer to translating their vision into a tangible form. A sales presentation is not so different. It's a unique blend of science and art, where the canvas is your prospect's mind, the brush is your words, and the masterpiece is the powerful image of your product or service solving their problems.

In business parlance, a sales presentation refers to a line of communication, usually involving a pitch or demonstration, designed to convince a prospect that your product or service is their optimal solution. It's the pivotal moment where you transition from building relationships and qualifying leads to actively persuading the prospect to choose you over your competitors. It's the moment where you transform a prospect into a customer. Combining all of it it completes the sales process.

However, it's essential to remember that a sales presentation is more than just a data-driven monologue or an elaborately-designed PowerPoint deck. It's an opportunity to captivate your audience, engage their attention, and spark their imagination. It's an arena to showcase not only your product's features but also its benefits, value, and the unique solutions it offers.

Let's delve deeper into the components that make up this persuasive narrative:

The Problem: A successful sales presentation always starts by highlighting a problem that your prospect can relate to. It sets the stage by igniting empathy and intrigue.

The Solution: This is the heart of your sales presentation, where you introduce your product or service as the hero that can solve the problem. This segment needs to be concise yet compelling, factual yet intriguing.

The Value Proposition: This segment is where you distinguish your offering from the competition. It answers the critical question on every prospect's mind: "What's in it for me?"

The Call to Action: A sales presentation isn't complete without a clear and compelling call to action. It's the final push that urges the prospect to make a decision in your favor.

So, a sales presentation is your golden ticket to influence, persuade, and ultimately convert a prospect into a customer. However, to truly excel in this art, you need to understand the critical parts of a sales presentation and the steps involved in crafting a compelling one. Let's dive into that next.

What are the Three Most Important Parts of a Sales Presentation?

1. The Introduction: Your opening act is critical. It's your opportunity to capture the attention of your audience and make a powerful first impression. Here's where you set the stage by presenting a relatable problem that your product or service can solve.

2. The Proposition: This is where you pitch your solution. The key is to demonstrate how your product or service directly addresses the problem you've presented, preferably in a unique or superior way compared to alternatives.

3. The Close: This is your curtain call, where you drive home the value of your solution and inspire your audience to take action. It's your opportunity to leave a lasting impression and give your audience a clear call to action.

What are the 5 Steps of a Sales Presentation?

Breaking down a sales presentation into a step-by-step process can help structure your pitch effectively. Here are the 5 steps to ace your sales presentations:

1. Preparation: Every grand performance begins behind the scenes. Understanding your audience, refining your message, and preparing your materials are all key aspects of this stage.

2. Introduction: A well-crafted introduction lays the groundwork for a successful presentation. Engage your audience with a relatable scenario, a provocative question, or a compelling statement.

3. Demonstration: This is the heart of your presentation, where you showcase your solution and illustrate its benefits. It's all about showing, not telling. Use compelling visuals, stories, or demonstrations to make your point.

4. Handling Objections: A seasoned salesperson anticipates objections and addresses them proactively. Be prepared to clarify, reassure, and provide evidence to eliminate doubts.

5. Closing: The finale is your opportunity to seal the deal. Summarize the key benefits, present your sales calls to action, and offer a compelling reason for the prospect to act now.

A strong sales presentation needs to cover these critical steps, but to truly captivate your prospects, you need to blend in the subtler art of presentation techniques.

Sales Presentation Techniques

Presentation Techniques

So, you've got the basics down, but how do you elevate your presentation from merely good to utterly mesmerizing? The answer lies in mastering powerful presentation techniques that can infuse your pitch with persuasive power.

1. Storytelling: Humans are wired to connect with stories. Weaving a compelling narrative around your product or service can make your pitch more engaging and memorable.

2. Visual Aids: A picture is worth a thousand words, and nowhere is this more true than in a sales presentation. Use visuals strategically to illustrate points, emphasize benefits, and stimulate interest.

3. Interactivity: Transform your presentation from a monologue into a dialogue. Encourage questions, solicit feedback, and involve your audience in demonstrations to keep them engaged.

Listening Skills Are Your Key to Success

The potency of listening skills in the sales realm often flies under the radar, particularly when we talk about sales presentations. After all, shouldn't the spotlight be on a well-structured pitch, eloquent delivery, and eye-catching visual aids? While these aspects are crucial, it's the listening skills that can transform your sales presentation from a monologue to a dialogue and deeply engage your prospects.

Listening in a sales presentation context is more than just being silent when the other person talks; it's about active listening. This is a skill that involves not only hearing but also interpreting and understanding what the prospect is saying. It’s about showing empathy, making a mental note of their concerns, their desires, and their doubts.

Let’s peel back the layers and delve deeper into why active listening can make a world of difference in your sales presentations:

1. Tailoring Your Presentation: By listening actively to your prospects’ reactions during the presentation, you can adapt your pitch on the fly. If a particular point sparks interest, you can delve deeper into it. If there's confusion, you can clarify. This flexibility can make your presentation feel more personal and engaging.

2. Overcoming Objections: Every question, concern, or objection raised by a prospect is an opportunity for you to strengthen your case. But to turn these objections into opportunities, you first need to listen, understand, and then address them convincingly.

3. Building Trust and Rapport: When you listen to your prospects, you're sending a clear message: their opinions matter. This can foster a sense of trust and rapport, which are critical for successful sales relationships.

4. Uncovering Needs and Desires: Sometimes, prospects may not explicitly state their needs or desires. By listening carefully to their comments and questions, you can identify these hidden needs and tailor your proposition to match.

5. Enhancing Your Solution: The feedback you receive from your prospects is invaluable. By listening to their thoughts and opinions about your product or service, you can gain insights that can help you improve your offering and make it more appealing.

In the end, your presentation is not for you; it's for your prospects. Listening to them can help you tailor your presentation to their needs, build stronger relationships, and ultimately, drive more sales. So, the next time you step onto that sales presentation stage, remember: the key to success could be in your ears, not just your voice.

Be Proactive and Follow Up After Your Sales Pitch

Your sales presentation doesn't end when you leave the stage. Following up with your prospects can reinforce the message of your presentation, address any lingering doubts, and nudge them towards a purchasing decision.

Crafting a captivating sales presentation is an art, but with the right blend of technique, preparation, and genuine engagement, you can transform every sales pitch into a performance that resonates with your prospects and drives sales. Let this be your stepping stone to creating presentations that not only inform but inspire and persuade.

In the mesmerizing world of sales presentations, the stage is yours. How will you captivate your audience and drive your sales story home? Remember, the spotlight is on your sales presentation skills. Ready to make them count? Lights, camera, sales!

Time to Take Your Sales Presentation Skills to the Next Level

Now that we've delved deep into the world of sales presentation skills, you're equipped with knowledge, insights, and techniques that can empower your pitches and resonate with your prospects. But what if there's a way to elevate your sales techniques even further? A way to take the pressure off building your sales team while still driving growth and revenue for your business?

This is where The Sales Connection steps in. Our experienced sales professionals are not only adept at closing deals but also in sales training others to excel in the art of selling. They can offer you invaluable insights, proven strategies, and expert advice tailored to your unique business needs. They can help you fine-tune your sales pitches, navigate objections with ease, and ultimately close more leads.

Why wait to build your sales skills and team over time, when you can fast-track your success with us? So, let's start a conversation about how we can catalyze your business growth. Are you ready to transform your sales presentations into compelling performances that captivate and convert?

Apply here   and let's write your sales success story together.

Kayvon has over two decades of experience working with high-level closers and perfecting his sales methodologies. He has earned the title of Canada’s #1 pharmaceutical sales representative and continues to share his expertise as a keynote speaker and through his multi-million-dollar coaching program.

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If your salespeople aren't effective presenters, they'll never achieve their full potential, even if they're already good at selling. Which is why it's critical that you understand and monitor this vital skill.

Here's how to measure and evaluate sales presentation skills, whether you're trying to motivate an underperforming rep, increase already decent close rates, or evaluate potential sales candidates before hiring.

What Makes for an Effective Sales Presentation?

Before you can evaluate presentation skills, you need to understand what makes for a good presentation.

You may have an intuitive feel for what works and what doesn't, but if you're going to measure performance quantitatively, you need a method for scoring presentations numerically. Keep the following "7Cs" in mind:

  • Congeniality: Is the salesperson creating a friendly, positive environment?
  • Clarity: Are ideas presented clearly? Is there unnecessary filler content?
  • Customization: How well is the presentation tailored to the prospect's needs?
  • Comprehension: Is the presentation given in easily understandable language?
  • Compellingness: Are the arguments being made persuasive? Are appropriate emotional appeals being used?
  • Confidence: People want to work with those they perceive as being self-assured. How effectively is the salesperson at conveying this impression?
  • Collaboration: When the conversation becomes a two-way discussion rather than a one-way presentation, according to Peak Selling, message retention doubles to 40% .

Each of those factors can be scored on a scale of 1 to 5, allowing you to identify specific areas of opportunity and track improvement over time.

How to Measure Sales Presentation Skills

You have several options for assessing your sales reps' presentation skills. For instance, you could do the following:

  • Ask reps to evaluate themselves.
  • Follow up with customers to ask for their feedback on the quality of the presentation after closed-won sales.
  • Conduct mock presentations.
  • Participate in live sales presentations.
  • Record live sales presentations for later review.

Each option has its pros and cons. Asking reps to evaluate themselves, for example, isn't likely to produce truly effective data. Or following up with customers may not be appropriate in all circumstances, depending on the relationship that's been created.

As much as possible, evaluate live sales presentations. Doing so will give you a more accurate understanding of each sales rep's performance, though you'll need to take into account the likelihood that attending a sales call in real-time may put undue pressure on the salesperson in a way that produces negative outcomes.

If you have to evaluate mock presentations, mimic live circumstances as closely as you can. For example, if your salespeople give a lot of remote presentations, have them record their pitch with video conferencing software so that you can see exactly what your prospective customers are seeing.

Once you've chosen an evaluation approach and set a review schedule, incorporate the scoring system you established into a spreadsheet such as the following:

presentation skills sales

Here, the evaluator has noted the specific presentation being evaluated (in this case, a live sales call), giving scores for each of the 7Cs and producing an average score that can be used to measure this salesperson both over time and against others on the team.

Don't overthink the scores you give. Go with your gut. What's most important is monitoring trends over time, not going back and forth over whether the sales rep's clarity really warranted a score of 4 instead of 3.

If you're concerned at all about bias, consider incorporating scores from multiple reviewers. That can also be advantageous for developing team clarity around what really constitutes a successful presentation.

How to Improve Underperforming Presenters

By using a grading system, you should be able to quickly identify areas of opportunity for each sales rep. In the example above, Evan's presentation succeeded in being clear, confident, and collaborative, but he struggled with congeniality and creating a compelling argument.

From that data, you can work with sales reps to create measurable goals and action steps for improvement based on their weakest areas. For instance, based on Evan's data, you might set a goal of improving average score by 10% over the next quarter: from 4.14 to 4.55.

That might mean connecting Evan with sales training resources that improve his weaker areas. But it might also involve helping him further strengthen his strongest areas. Assigning Evan to sales calls with prospects who don't appear to require a high level of congeniality may also create an optimal environment for him to succeed.

That said, be cautious about making decisions off of one data set. Everybody has "off days" or prospects with whom they struggle to connect. For instance, if you had tracked several of Evan's calls (see image) you may instead conclude that his Nestle sales call was an anomaly, rather than a cause for concern:

presentation skills sales

That's why it's important that you repeat your evaluations periodically. Doing so will result in a better understanding of each sales rep's strengths and weaknesses—and help you ensure changes are being made and prevent new issues from occurring.

Remember: even successful sales reps can become less effective over time if they aren't continually held to the highest standards of presentation quality.

ABOUT THE AUTHOR

image of Jamie Davidson

Jamie Davidson is the marketing communications manager at Vast Conference , a leading provider of HD audio and video conferencing services.

LinkedIn: Jamie Davidson

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What It Takes to Give a Great Presentation

  • Carmine Gallo

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Five tips to set yourself apart.

Never underestimate the power of great communication. It can help you land the job of your dreams, attract investors to back your idea, or elevate your stature within your organization. But while there are plenty of good speakers in the world, you can set yourself apart out by being the person who can deliver something great over and over. Here are a few tips for business professionals who want to move from being good speakers to great ones: be concise (the fewer words, the better); never use bullet points (photos and images paired together are more memorable); don’t underestimate the power of your voice (raise and lower it for emphasis); give your audience something extra (unexpected moments will grab their attention); rehearse (the best speakers are the best because they practice — a lot).

I was sitting across the table from a Silicon Valley CEO who had pioneered a technology that touches many of our lives — the flash memory that stores data on smartphones, digital cameras, and computers. He was a frequent guest on CNBC and had been delivering business presentations for at least 20 years before we met. And yet, the CEO wanted to sharpen his public speaking skills.

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  • Carmine Gallo is a Harvard University instructor, keynote speaker, and author of 10 books translated into 40 languages. Gallo is the author of The Bezos Blueprint: Communication Secrets of the World’s Greatest Salesman  (St. Martin’s Press).

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Sales Presentation Skills: Time to Sell

Are you and your colleagues overwhelmed? Everyone has too many tasks to accomplish and not enough time. Too many emails, too many phone calls and too many meetings take professionals away from their most important job… selling! If you need to sell, how do you cut through the clutter? Your sales presentation skills will set you apart. 

Four Tips to Improve Your Sales Presentation

  • Stand up: Create a higher profile for your message by standing and presenting your ideas, products or budgets to the key players.
  • Skip the casual meetings and round table discussions where agendas are forgotten and decisions get postponed.
  • Request shorter meetings with tighter agendas.
  • Let your client know that you will stand to deliver your information and will welcome discussion throughout your presentation. Standing will create a sense of urgency for your message.

No Time to Waste

Your goal is to get agreement on issues and move forward immediately with a clear focus. Standing while you present allows for greater concentration on the issue and makes it easier to request resolution.

Sales professionals, it is time to elevate your level of contact, request more formal presentations and ask for the business now!

Let’s go! Enough waiting and watching! Get that positive attitude, get focused and start making things happen!

What’s Next?

To take your skills to the next level, attend our sales presentation training program.

Check out our free public speaking tip videos on our YouTube channel.

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Sales Presentation Skills

Learn to make great sales presentations to communicate value in a compelling way.

Professional sales presentation training is a must for every organization. Sales representatives and their presentations, if done poorly, can cost tons in terms of lost sales, market share and company reputation. Your sales presentation leaves a big impression – and you don’t get another chance. Unfortunately, many sales professionals do not recognize how they can make better sales presentations. We can help even your most experienced sales people improve their sales presentation skills. 

This Sales Presentation Training focuses on skills professional speakers rely on to create and present powerful, memorable business presentations that move people to action.

When your people practice their sales presentation, are they practicing the right things? Do they know how to use the power of “pause and punch?” Are they getting their timing right?  Are they mastering the art of persuasion? Or, are they just practicing to remember what to say? This sales presentation skill training can instantly improve the sales success by improving your sales people's presentations to prospects and customers.

Great sales presentations do more than just deliver information—they move people to action. They educate, motivate and persuade buyers.

In short, great sales presentations make a connection with decision makers so that they can better hear, absorb and act on your message.Professional sales presentation training can make the difference.This powerful, interactive Presentations Skills Training for Sales Professionals workshop helps sales people become more confident and effective in making sales presentations to individuals and groups of any size. Participants will recognize their strengths and understand their challenges. Through interactive learning, practice, video review and individual coaching, we help them develop their own presentation style. Participants become more comfortable and effective in delivering stronger, more influential sales presentations.

Who Should Attend

This training session is designed for sales people at all levels, sales directors, sales managers, business owners, and anyone responsible for the performance of a sales team. 

Training Benefits 

  • Gain new clients
  • Deepen relationships with current clients
  • Create new business opportunities with prospective clients
  • Increase the size of your orders
  • Shorten sales cycle times from start to close
  • Streamline the presentation development process to save time and be more effective
  • Develop better business proposals
  • Present with passion and conviction without sounding like a sales person
  • Overcome public speaking fears
  • Improve the overall business development process

Overview of Training Topics and Learning Points

Course Outline 

This training can be presented in one, two, or three-day formats and can include video feedback with individual professional coaching sessions. 

Day One 

  • Creating The Course Blueprint – To maximize your benefits from being here 
  • Best Practices – From different perspectives 
  • Sales Basics – Put the "10 Rules for Successful Sales" into action Understanding
  • People Styles - Ourselves and others 
  • Adapting To Their Style – Guidelines for sales professionals 
  • Communication – B to B communication that establishes trust and improves your overall ability to assist clients and build sales 
  • Conquer Their Fear – Overcome reluctance of public speaking and sales rejection 
  • Inform – The three categories of business communication 
  • Persuade – Motivate the client 
  • What Does Your “Audience” Understand? – The Three V’s of Sales Communication 
  • Visual – What they see 
  • Vocal – How it feels 
  • Verbal – The words they hear 
  • Determining Your Demeanor – Body language for sales professionals 
  • Aligning Communication – Use pace, volume and inflection for maximum impact 
  • Communication Tools – Three V’s of Sales Communication used differently to:
  • Make “them” look good; Discuss topics of concern;
  • Make yourself and your company look good;
  • Concede failures appropriately 

Day Two 

  • How to Tell a Story – Using Analogies, Metaphors and Similes - Make the strange familiar and the familiar interesting 
  • Marketing Basics – Know the key buying triggers for each prospect – Question, Listen, Close with benefits 
  • Asking Questions – Uncover and handle objections and hidden objections; Uncover your prospect's needs and tell you how to sell to them 
  • The Trial Close – Uncover and handle objections and hidden objections 
  • Passionate Presentations – Deliver sales presentations that solve your prospect's problems with clarity and conviction 
  • Creating  Interaction – When and how to stimulate easy interaction with your audience 
  • Developing The Presentation – A systematic approach to create and deliver great sales presentations 
  • Preparation – Jump-start the process 
  • Client Research – Know their position 
  • Self Research – Know your position
  • Illumination/Evaluation – Developing client-driven sales hooks 
  • Create Effective Support Materials – PPT and other approaches 
  • Elaboration – Organizing the approach 
  • Win Them Over – Dealing with objections and close 
  • Effectively Run Q&A – Handle tough questions with ease 

Days Three and Four 

  • Presentation Strategy – Create beginnings that matter; Communicate the message; Close with a call to action 
  • Presentation Prep Checklist – Quick process to hone and standardize your steps to success 
  • It’s Showtime – A case situation that is the real deal: Rehearse and Present: video tapes, critiques, individual coaching Actions I Need To Work On – Create a personal action plan 

Added Benefit

Nothing is more important to a company's success than sales. This workshop prepares your sales force to overcome the top ten reasons many sales presentations fail:

  • Not being able to describe the objective of your presentation in one sentence to include the action you expect your listeners to take as a result of your presentation?
  • Not having a clear structure to your presentation in order to make it easy for your listeners to follow your information and ideas.
  • Not having or knowing how to tell vivid, relevant stories that fit your key points to your listeners’ situation.
  • Not using PowerPoint™ appropriately.
  • Not getting audience attention.
  • Not making the presentation interactive.
  • Put in too many or too few testimonials about your products/service
  • Use too much “I” (or “We” or “Our”) in the presentation versus using “You” (or “Your”).
  • Not keeping it sounding spontaneous and becoming too canned.
  • Fail to have a strong opening and close that engages your audience.Alliance's sales training professionals will give you the skills to handle any sale situation effectively. 

To receive more information about this training call toll free at 877-385-5515. 

Featured Trainers in Sales and Marketing

  • Don Hancock
  • Doug Brooks
  • Jared Kelner
  • Jesse James
  • Larry Checco
  • Noe Tabares
  • Paul Gibler
  • Steven Parkins
  • Sylvia Newton-Robbins
  • Teicko Huber
  • Warren Wandling

Sales and Marketing Courses

Onsite Sales and Marketing Courses

Sales courses  .

  • Consultative Selling – A Proven Selling Solution
  • Building Business Relationships
  • Connection-Centered Networking
  • Everyone is in Sales! 
  • Fundamental Selling Techniques
  • How to Tell a Story
  • Maximizing Value Added Sales Skills
  • Tactical Selling Skills
  • Telephone Selling Techniques that Work
  • Leadership Skills for Sales Managers
  • Successful Negotiating
  • Sales Negotiation Skills for Better Cross-Selling and Up-selling
  • International Sales Negotiation Skills
  • Successful Relationship Selling
  • Sales Presentation Skills for Sales Professionals

Marketing Courses

  • Connecting with Customers
  • Branding for Success Workshop
  • e-Marketing and e-Business Topics

Sales and Marketing Online Courses

Sales and marketing training information, sales and marketing training resources.

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30 Sales Skills to Master for a Successful Career

Rebecca Riserbato

Published: October 19, 2022

To be a successful salesperson, you need to have a particular set of skills.

salesperson improves sales skills

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales.

In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% more deals and the profit margin improved by 12.2%.

That's why professional development is essential for salespeople. To continue progressing in your sales career, consider developing and refining the following skills.

Download Now: 5 Free Skill Development Templates

Sales Skills

  • Effective Communication
  • Product Expertise
  • Customer Service
  • Problem Solving
  • Business Acumen
  • Sales Demoing
  • Negotiating
  • Prospecting
  • Collaboration
  • Social Selling
  • Relationship-Building
  • Following Up
  • Adaptability
  • Active Listening
  • Emotional Intelligence
  • Data Analysis
  • Challenger Selling
  • Framing Skills
  • Technological Savviness
  • Video Skills

1. Effective Communication

The ability to clearly and effectively communicate across mediums is a non-negotiable for salespeople. Between drafting enticing sales emails, nailing presentations, and keeping conversations with buyers of all communication styles flowing, sales professionals must continuously hone their written and verbal communication skills to perform well in their role.

2. Product Expertise

Why should your prospects buy your product? If you aren’t sure what value your product offers and what the key features are, it’s impossible to convey these elements to your buyers. Additionally, selling the wrong product to your customer is a faux pas to avoid if you want happy returning buyers.

Salespeople should know the ins and outs of the products they are selling to reach their sales goals and sell their products to customers who are a good fit and more likely to be satisfied with their purchase.

Some of HubSpot’s top-performing salespeople are former support reps. They know the product inside and out, which allows them to give detailed help and recommendations to prospects. Buyers are eager to talk to them and are more receptive to discussing our paid products.

Overall, having deep product knowledge means you can answer any question that comes your way, devise creative solutions to customer problems, and offer consultations that’ll lead to opportunities. As buyers get better and better at solo research, product knowledge will help you better convey your unique selling proposition .

3. Customer Service

Top salespeople are able to engage and build rapport with the clients and customers they aim to serve. For reps, this can look like taking the time to learn about your customers and how your offering can alleviate their pain points, and asking meaningful discovery questions during your initial calls to establish a meaningful relationship.

4. Problem Solving

As a sales professional, your ultimate goal shouldn’t just be to close the deal — it should be to solve for the customer. That’s why reps should be expert problem solvers.

Not only should salespeople be able to solve the problems directly in front of them, such as helping customers overcome objections, but they should also be able to anticipate future challenges that may arise and proactively prepare solutions.

5. Business Acumen

What is your current level of business acumen? If it’s low, don’t panic, but make plans to focus on improving it. When salespeople have knowledge and expertise that informs their strategic outlook and understanding of the business they’re in, they become unstoppable.

Reps with strong business acumen are able to make strategic decisions that serve their organization now and in the future.

6. Sales Demoing

Walking your potential customer through a product demonstration is a critical element of the sales process, and it should be done with care. Your goal should be to take your prospects through an easy-to-follow demonstration to introduce them to your product and set the stage for the deal’s next steps.

7. Negotiating

Wouldn’t it be great if your prospects immediately signed your contracts agreeing to all payment terms? You’re probably thinking “yes, that would be great.” However, that’s not always how deals work. Even after vetting prospects and laying out a thoughtful quote, many deals still end up in a negotiation phase before the dotted line is signed.

That’s why strong negotiation skills are a must for salespeople. When reps are able to effectively negotiate terms with buyers and decision makers that are mutually beneficial, they’re more likely to secure better outcomes.

8. Prospecting

If you reach out first, 82% of buyers will accept a meeting request. That’s what makes prospecting so critical and so effective.

Yes, prospecting can be a lengthy and time-consuming process. However, all of that work doesn’t have to be in vain if you’re focusing on qualified leads who are a good fit for your product. Successful prospecting requires research, clear communication, and discernment — skills that can be improved upon.

9. Collaboration

While it can be tempting for reps to solely focus on hitting their personal numbers, sales is truly a team effort and collaboration is a must for creating a frictionless sales process .

Whether a rep needs to work with their marketing organization to ensure a smooth hand-off during the sales process, or is focused on collaborating with their prospect to reach a mutually beneficial agreement, salespeople should be agreeable and able to effectively work with people internal and external to their team to reach business goals.

10. Social Selling

If you think social media can only be leveraged by the marketing department, think again. Social selling , or researching and connecting with potential buyers using social media platforms, is an important skill for sales reps.

It’s worth noting, however, that social selling is only effective when done properly. That means reps shouldn’t flock to social media spamming user inboxes with unsolicited messages and flooding their timelines with promotional posts. Instead, reps should start by optimizing their professional social media profiles to attract potential customers, and take a thoughtful approach to outreach on the appropriate platforms at the appropriate times.

11. Relationship-Building

The ability to build relationships is critical for all reps, and is especially important for those who sell higher-priced or B2B goods. The higher the value of a product, the more buyers want to establish trust with those they are buying from. When a rep is able to cultivate meaningful relationships with their buyers and decision makers, they’re more equipped to navigate the sales process.

12. Following Up

Succeeding in sales requires tenacity, and that is especially apparent when it comes to following-up with potential buyers. According to IRC Sales Solutions , only 2% of sales are made after the first contact, and 44% of reps give up after the first contact attempt.

By not following up with prospects, you’re sabotaging your chances at success. Be sure to refine your follow-up skills to increase your closed-won potential.

13. Closing

Each stage of the sales process is important, and the close is no exception. Effective reps should constantly be strengthening and refining their closing techniques to seal the deal.

14. Adaptability

Working in a high-impact, people-focused field such as sales, reps need to be able to adapt to a variety of situations. Whether that is anticipating objections or questions your potential buyers may have, or being willing to quickly adopt a new strategy or technique when what you’re doing isn’t working, flexibility is a key trait for goal-crushing reps.

15. Active Listening

Many of the tactics above — including communication, relationship-building, and collaboration — are not possible without active listening skills .

Your ability to listen to and understand your prospects can make or break your ability to win the sale. Not only does listening help you clarify what it is your prospect is truly looking for, it also establishes necessary trust with your buyers. When your prospect feels heard and listened to, it creates a sense of connection that can keep the sales process moving in the right direction.

As tempting as it can be to dominate the conversation and tell your prospect all the reasons why they should purchase your product, knowing when to step back and give them time to speak is a thoughtful approach that will serve you better in the long run.

16. Emotional Intelligence

Emotional intelligence is an important skill to nurture if you want to make a lasting and profitable connection with prospects. Although technology and automation has made salespeople less dependent on their people skills, a high emotional quotient will differentiate them from the competition.

“Sales EQ is the ability to effectively read, influence, and control emotions,” says Shaun Crimmins , former Account Executive at HubSpot. “Being able to stand out above the clutter of sales messages prospects are hit with — that’s what EQ is all about.”

17. Data Analysis

Gone are the days when you could rely on intuition to guide you. The modern salesperson has a nearly endless amount of information about their prospects — and they use it to decide who they’ll target.

You can avoid happy ears — and know who’s going to purchase before beginning a long and potentially fruitless conversation — by understanding the actions your buyers take. Perhaps CMOs at SaaS companies close at a 2X rate compared to CMOs at consumer goods businesses. Or your win rate is 30% higher for prospects who attended an in-person company event versus a webinar.

These insights are incredibly actionable: To boost results, reach out to more SaaS CMOs and aggressively pursue event attendees.

Of course, getting those insights requires accurate, thorough data entry and periodic analysis. Don’t wait for your manager or Sales Enablement to run reports for you; go to your CRM, apply the appropriate filters, and look for patterns.

19. Challenger Selling

"One of the most important sales skills is Challenger Selling,” says Ben Cotton , a former Sales Enablement Manager at HubSpot.

Cotton explains many sales reps are still tactical order-takers, rather than strategic consultants. They don’t offer genuine insights. Instead, they try to become friends with their prospects.

“The relationship builder approach is becoming less effective by the day,” Cotton comments. “Prospects want actionable insight.” If you want to improve your Challenger Selling skills, read “ The Challenger Sale ,” the book that catalyzed the movement.

You should also look for recommendations and/or perspective you can offer prospects based on your unique bird’s eye view of their industry and space. Start the conversation with this information. You’ll gain credibility, teach them something new, and earn the right to their time.

20. Framing Skills

According to “ Pitch Anything ” author Oren Klaff, our brains operate by four simple principles:

  • If it’s not dangerous, ignore it.
  • If it’s not new and exciting, ignore it.
  • If it is new, summarize it as quickly as possible and forget the details.
  • Unless it’s truly unexpected, don’t send it to the neocortex for problem solving.

The result? Not only do prospects miss 90% of your pitch (i.e. the details), they’ll ignore it unless it’s different and interesting. And anything complex will be treated as a threat — because complicated information takes more mental energy to process, leaving less brain power for survival needs.

You can only avoid this outcome with framing. Framing is all about how, as a salesperson, you maintain control of the conversation throughout your pitch or sales process. This is more important than ever now that buyers have the power.

Review your pitch. Is it easy to understand? Are you telling a story — or reciting a series of dry facts? Do you present your product as the answer?

If you answered “no” to one or more of those questions, pick up a copy of “Pitch Anything.”

21. Technological Savviness

Every year, it seems like Sales Enablement rolls out a new tool for the sales team. And while technology can be a huge productivity booster, it can also be a huge productivity decreaser. Reps must be able to differentiate between shiny new tools that are fun but ultimately distracting and resources that actually improve their bottom line.

For example, maybe your organization invests in an app that analyzes emails and tells you a prospect’s language indicates they’re ready to buy. You use it a few times, but typically the notification comes after you’ve already decided to close. Probably not worth the time.

That’s not to say you should dig in your heels whenever your organization asks you to change your tool suite, but it does mean invest your attention where it counts.

22. Video Skills

With the rise of remote work and remote selling , video will continue to play a role throughout the buyer’s journey. Reps will use it to connect with new leads, answer their questions, follow up and re-engage with prospects who have gone dark, give product demos at scale, make their proposals more engaging, and more.

Honing your video skills is a no-brainer. Practice your delivery, tone, and pacing. Experiment with different subjects — which are most effective? Find the best lighting, props, and filming area. Figure out the optimal length for each type of video.

Mastering the video creation process early will put you far ahead of your competitors.

23. Honesty

It’s challenging to walk the line between being yourself and connecting with dissimilar people. In the past, you could usually get away with pretending you were a major sports fan or using cut-and-paste techniques.

“These strategies are no longer relevant,” says Tyson Hartnett , a sales professional who has worked with giants such as Yelp and Discovery Inc (owner of the Discovery Channel). “People know when you are playing tricks on them.”

And while anyone can do what Hartnett calls a “closing trick,” far fewer can be genuine. Rather than pretending to like something because your client does, Hartnett suggests being authentic.

“Say, ‘I’ve never been a big fan of museums and art, but I know you like it, so I'm willing to check it out with you,’” he advises. “It may seem like a weird thing to say, but push yourself out of that comfort zone and they will respect you for trying to learn and do more, even if you don't like it.”

“Then, follow up with something you learned or found interesting from the experience,” Hartnett continues. “Your prospect will think, ‘Wow, they hated museums, but kept an open mind.’”

So, how can you improve your sales skills? Below, you'll learn how to develop your sales skills and improve your performance on your team.

How to Improve Sales Skills

  • Attend sales training.
  • Implement roleplay.
  • Practice public speaking.
  • Find a mentor.
  • Ask questions.
  • Become a lifelong learner.
  • Improve prospecting skills.
  • Review your sales calls.
  • Listen to feedback.
  • Stay connected to the customer.
  • Prepare for objection handling.
  • Play with your closing techniques.
  • Iterate on your sales cycle.
  • Track your progress.
  • Enhance listening skills.

1. Attend sales training.

Sales training and professional development opportunities can keep your skills fresh. Being a lifelong learner gives you a competitive advantage in the game of sales. Besides purchasing in-person or online sales programs, you can take free certification courses through vendors like HubSpot Academy or Sales Engine .

Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching. When choosing a sales training program, consider things like length of program, focus, location, and price.

2. Implement roleplay.

When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. Plus, it's important to practice the flow of conversation and learn how to ask questions authentically, instead of interrogatively.

Your team can practice roleplay on your own once a month, or you can find a sales training course that implements roleplay in the material.

There are several roleplay exercises your team could try. In this blog post , HubSpot’s VP of Product recommends the following roleplay exercises:

  • Dealing with extreme situations
  • Getting comfortable breaking up with prospects
  • Challenging prospects on why they're stuck
  • Overcoming common objections

3. Practice public speaking.

According to Glossophobia , as many as 75% of the population has a fear of public speaking. Even salespeople, who may be extroverted, can experience this. As with most things, practice makes perfect. The more you practice something, the more you get used to it, and the less nervous you'll be.

For sales reps, it's important to be a confident communicator, so you can empathize and sell to your prospects. During the sales process, you'll need to give sales presentations, conduct product demos, and persuasively speak to several decision-makers. Confident communication is critical for success.

To practice public speaking, attend events by organizations like Toastmasters , which provides opportunities for professionals to practice and learn public speaking so they will become confident communicators.

4. Find a mentor.

Working with a mentor or receiving sales coaching can drastically improve your sales performance. Aja Frost, HubSpot Sales Blog contributor, writes about it in this blog post about sales coaching . She says, " Research from the Sales Executive Council (SEC) examined thousands of salespeople and found receiving quality coaching helped them improve long-term performance by upwards of 19%.

A separate study from CSO Insights reveals a correlation between quota attainment and coaching. When coaching skills exceed expectations, 94.8% of reps meet quota. When coaching skills need improvement, only 84.5% hit."

Work with your manager or ask them if they can provide the names of successful salespeople at your company to mentor you. You can ask your mentor for advice on sales strategies, ask them to roleplay with you, or even have them shadow a sales call for direct feedback. This relationship will help improve several sales skills and provide you an opportunity for feedback.

5. Ask questions.

Successful people ask questions. The same is true, of course, for successful salespeople .

When a sales call doesn't go the way you thought it would or you get a question or objection you aren't sure how to respond to, ask your manager or peers for advice. It's important to ask questions, so you can quickly solve those problems when they come up again.

In addition to asking questions in your role, it's also important to ask your prospect the right questions . Learn about their pain points and find out what their goals are. Only then can you truly begin to find a solution and understand how your product or service can solve their problem.

6. Become a lifelong learner.

If I haven't said it enough, being a lifelong learner will help you improve your sales skills. The sales industry is continuously changing due to updates in technology and culture. To continue being a sales expert, it's important to read articles and books , listen to podcasts , and be active and engaged in your work.

For example, if you're a salesperson at a software company, reading articles on the software industry will help you prepare for questions that prospects may ask and position your product or service in context.

7. Improve prospecting skills.

Although prospecting isn't the most glamorous aspect of sales, it's one of the skills that can increase your sales the most. It's also a task salespeople spend the most time completing.

That's why sales reps should enhance their prospecting skills. In order to effectively prospect leads, you can use several prospecting techniques , including making warm calls, hosting webinars, and spending time on social media.

8. Review your sales calls.

You can learn a lot from reviewing what you did well and what went wrong in recorded sales calls. Ask your sales manager if they host film reviews — and start one with your peers if nothing's currently available. Film reviews allow salespeople to listen to and provide feedback on a recording of a sales rep's call.

Aja Frost says , "The same question comes up again and again: ‘Why did this prospect take the call?' If the rep can't answer this question, it's usually because they've failed to identify their buyer's most pressing need. And that indicates they may lose the deal. Without knowing what's driving their prospect, the salesperson can't effectively explain their product's value."

Film reviews give you an opportunity to improve your sales skills so you can increase your sales. When you're participating in a film review, listen more and talk less. You might get feedback based on how personalized the sales call was, how well you understood buyer pain points, your overall attitude and authenticity, how well you set the agenda, or how well you knew the product.

Go into film reviews with a rubric or template in mind so you know what items you want to cover and will have specific action points. For example, you could ask colleagues to rank your questions, authenticity, and product knowledge on a scale of one to five. Then, you could ask for specific action items that you could implement to improve.

9. Listen to feedback.

In the same vein, if you are taking part in film reviews, listen to the feedback you receive from your peers and supervisors. It can be hard to hear critiques and criticisms on your performance, but feedback is critical to improving your sales skills.

Pay attention to critiques on the questions you're asking, the flow of the conversation, and your rapport. These are critical sales skills that sales reps need to master to achieve success.

For example, during a film review, you might get the critique that the conversation felt more like an interview than an authentic conversation because of how quickly you went from question to question.

In this instance, you might adjust your sales call to include more follow-up questions or small talk at the beginning of the conversation.

10. Stay connected to the customer.

In order to effectively make a sale, you must build rapport with your prospects. However, this isn't easy to do in a few minutes with a stranger on the phone. To improve your sales skills, consider your connection with your prospects. Have you done your research, thought of interesting questions, and practiced your exploratory calls?

The key to building relationships is authenticity. Having an authentic, productive conversation is one of the best ways to stay connected with your customers and improve your sales.

For example, if you've done your research, you can talk about something the prospect has posted online. Use dialogue like, "I saw on LinkedIn that…" or "I read your blog that...". These are personalized ways to strike up authentic conversation with your prospects.

11. Prepare for objection handling.

During your sales calls, you will get objections and questions about your product or service. That's why it's important to be as prepared as possible for those objections and have canned answers ready.

To prepare for common objections, learn about your buyer persona and take time to understand their pain points. Ask questions like "Do they need our help?" and "Can we help them?".

By putting care and attention into your prospect's pain points , you'll improve your sales skills and enhance your performance.

12. Play with your closing techniques.

Your sales process is constantly being iterated upon. To improve your sales skills, try different closing techniques.

Adam Wiggins, a marketing and sales professional, says you can use techniques such as:

  • Now or Never Closes : This is where salespeople make an offer that includes a special benefit that prompts immediate purchase.
  • Summary Closes : With this closing technique, salespeople reiterate the items the customer might purchase (stressing the value and benefits) to get the prospect to sign.
  • Sharp Angle Closes : Prospects often ask for price reductions or add-ons because they know they have the upper hand — and they also know you expect it. If you have approval from your sales manager, try the sharp angle close technique to catch these prospects by surprise.
  • Question Closes : It's imperative reps ask prospects probing questions .
  • Assumptive Closes : This closing technique draws on the power of positive thinking. If you believe, from the first piece of email outreach, you'll close this deal, it can have an incredible effect on the rest of the sales process.
  • Takeaway Closes : If you have kids, you've likely noticed taking a toy away from them makes them want it more than ever. Use this similar psychological practice on your prospects.
  • Soft Closes : The soft close is a way to show your prospect the benefit of your product, and then ask a low-impact question to ascertain whether they'd be open to learning more.

By playing with your sales techniques, you'll continue to iterate and improve your sales skills.

13. Iterate on your sales cycle.

Your sales cycle is usually a tactical approach to the way you sell your product or service. Typically, this isn't something that's going to change. However, it's important to iterate at each stage of your sales cycle.

For example, if your sales cycle follows the trajectory of "prospecting, connecting, researching, presenting, and closing," you should consistently study ways to improve your prospecting skills. You should also read up on how to have a successful exploratory call, practice public speaking, and try different closing techniques.

By iterating on each stage of your sales cycle, you'll continuously improve your sales skills and reach higher numbers every month.

14. Track your progress.

The best way to improve your sales skills is to track your progress. To track your progress, set sales goals and record your performance every week or month. You can even implement a sort of A/B test .

For example, begin by working on one item from this list. Let's say you're going to try different closing techniques. Record your current close rate and then track your close rate using that technique. Has your close rate improved? A test like this can help you isolate what's working in your sales process and what doesn't have an impact.

15. Enhance listening skills.

In order to be an effective salesperson, you must hone the art of active listening . Typically, when a prospect is talking, you might be thinking of your response and generating answers to questions in your head.

Instead, truly pay attention when your prospect is talking. Repeat what they said and ensure you're understanding them correctly. This helps you understand what their problem is and if you can solve it for them.

To increase your sales and improve your performance, consider professional development opportunities. Always be on the lookout for ways to continuously build upon your sales skills and boost your numbers.

Grow Professionally by Improving Your Sales Skills

By continuously working on your sales skills, you’ll grow in your current role and effectively advance your sales career. It’s important to continue to learn not only as you face new challenges and nurture new types of buyers, but as you try to upsell current clients, too. Use the skills above to craft a selling technique that helps you stand out in your team.

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Powerful and easy-to-use sales software that drives productivity, enables customer connection, and supports growing sales orgs

Top 18 Skills that Sales Representatives Should Have

Top 18 Skills that Sales Representatives Should Have

Casey O'Connor

Why Sales Representatives Should Develop These Skills

Soft skills for sales representatives, technical skills that will help sales reps succeed, the best skills to have to advance your sales career, tools that can help sales reps secure more deals.

There are many skills that make a salesperson great at what they do. The exact skills and attributes that will take someone far in a sales career will generally depend on that person’s specific role, the overall market in which they sell, and the buyers they target.

In reality, the best sales teams are made up of many different professionals, each with a variety of skills, talents, and professional traits.

With that being said, though, there are a handful of traits and skills that are universally beneficial for just about any sales rep. In this article, we’ll go over the most important sales representative skills to master and how to leverage them to move up the ranks in your sales career.

Here’s what we’ll cover:

One of the things that makes a career in sales so enticing is that there are very few minimum education or experience requirements; just about anyone can break into the field, even if it might mean taking an entry-level position to get started. 

Effective and successful salespeople come from all walks of life, and bring with them a wide variety of skills and talents. And almost all of them started from the bottom and worked their way up. 

Sales Representatives Skills: Top Qualities

In other words, there are very few people, if any, who would be automatically precluded from a career in sales — as long as they’re willing to invest time and energy into developing the right skills. 

For sales reps who understand this aspect of the career, the payoff can be enormous. All it truly takes to succeed in sales is desire, motivation, and persistent practice of a specific set of skills. 

Sales reps who are willing to invest into this practice will undoubtedly enjoy the following three benefits:

1. Level Up Your Resume

Most hiring managers can easily read through the lines of just about any sales resume. Even if you’ve had the privilege of attending the most elite training programs available, some knowledge isn’t accessed through books or workshops.

Taking time to develop some of the soft and technical skills we’re about to outline will often readily translate into your resume and give you a leg up in your next job search.

2. Improve Customer Relationships

The most important sales skills are the ones that directly or indirectly help you build trust with customers. 

You would be surprised by how many seemingly non-customer-facing skills actually go a long way in contributing to the rapport you build with your prospects. Even technical skills, like CRM operation, can make an impact in your relationships. 

3. Increase Your Quota & Revenue Numbers

There’s nothing like tangible data to help you see how your efforts are paying off. The truth is, no matter how many great customer relationships you build, your work as a sales professional will ultimately be judged by how much you contribute to your company’s bottom line. The skills we’ll talk about next will help you deliver. 

Soft skills — that is, skills that are somewhat intangible and potentially difficult to measure and track — make up a large component of what makes a salesperson successful.

Soft selling skills are usually learned and honed through exposure and repeated practice over time (versus hard skills, which are typically taught through explicit training or workshops).

The following list of soft skills are important for salespeople to master, regardless of their industry or target market. 

Communication

Effective communication skills across platforms (email, cold calling , LinkedIn messaging, etc.) is one of the most important skills a salesperson can have.

Not only do salespeople need to have excellent interpersonal skills, they also need to be able to translate them into all kinds of communication. 

Active Listening

Sales Representatives Skills: Active Listening

Asking Questions

When it comes to prospecting, not all questions are created equal. You’ll never get to the bottom of what your customer needs if you don’t learn to ask effective open-ended sales questions . 

Sales Representatives Skills: Ask open-ended questions

Storytelling

Sales is all about making connections. One surefire way to do that is through storytelling .

Sales Representatives Skills: Storytelling

Storytelling engages logic and emotion, both of which are necessary for a buyer to feel comfortable moving forward with a purchase.

Time Management

Sales reps these days are being asked to do more and more work — much of which is not directly related to revenue-generating activities. In fact, only 36% of a salesperson’s time is now being spent on selling activities. 

Sales Representatives Skills: Sales Rep Tasks

That’s why time management is one of the most important skills for a salesperson, and one that will come in handy throughout all stages of the sales process.

Sales is very much a team sport. Very few top sales organizations can meet their sales goals without sales team collaboration and contributions from all team members.

The willingness and ability to collaborate with others in your organization is one of the most important skills you’ll need as a sales rep.

Persuasiveness

There is a fine but important line between persuasiveness and pushiness, and too many sales opportunities are lost by reps who don’t understand the difference.

Take a look at some of the persuasion techniques outlined below — these each attempt to connect with the buyer, rather than force or guilt them into pulling the trigger.

Sales Representatives Skills: Seven Persuasive Tools

One way to improve this particular skill set is to study other successful reps at your company; watch specifically the way they respond to customer objections . These reps sell products because they know how to persuade, rather than push.

The next set of sales representative skills fall more on the technical side. Chances are high that you’ll find opportunities to learn explicit skills around these topics, if you seek them out. 

Business & Financial Basics

You may or may not need a bachelor’s degree to get hired for a sales job, but any good sales rep should have a basic but solid understanding of business and finance. 

Everything from product pricing to the technology your salesforce uses plays a role in how your organization runs, so it’s important for sales reps to know how each piece fits into the larger context of helping the company grow.

Social Selling

Social selling is one of the most popular and lucrative sales strategies used by today’s sales reps.

The fundamental elements include:

Sales Representatives Skills: Social Selling

There is no getting around social media in sales anymore; you will be expected to have, at the bare minimum, a basic understanding of how the most popular platforms work (Twitter, LinkedIn, and Facebook), and how to leverage them to sell new products.

Tip: 40 ways to use LinkedIn for sales .

Presentation Skills

Given the huge disparity between time spent on selling activities versus non-selling ones (outlined in the pie graph above), it’s critically important that sales reps maximize their selling activities. 

Sharpening the skills related to sales presentations — everything from Powerpoint design (hint: there are templates to help with this!) to public speaking — will go a long way in optimizing the little time available to do this important work. 

Negotiation

Before you sit down to any sales negotiation , it’s important that you understand the pricing tiers of your product.

Beyond that, though, you’ll also want to have a deep understanding of how your pricing offers stack up against your value offering. Learning to negotiate based on value is one of the most important sales representative skills to add to your tool belt. 

Buyer Research

One of the best and most proactive ways to ensure customer satisfaction is effective customer research. 

It’s critically important that your sales team knows how to use the technology and tools available to them to learn everything they can about how to meet buyer’s needs. The more you know about your customers upfront, the better you can serve them throughout the pipeline and after the close. 

Product Knowledge

Product knowledge is a pretty standard part of the sales representative job description, but it’s worth mentioning anyway. It is absolutely imperative that you know your product inside and out. Even the best-fit deal has the potential to be crushed by a rep who fumbles around the features and benefits.

A lot of salespeople have some innate resistance to their CRM, but the bad reputation is undeserved (for the most part).

With effective training and practice around how to get the most out of your CRM, it can be a huge time and effort saver for your salesforce. Know the ins and outs of your CRM software, and how to use it to your advantage. 

Last but not least, there are a few general skills and traits that will help any sales rep, regardless of experience, leverage new and better positions and salaries.

Growth Mindset

The best sales representatives are the ones who aren’t afraid to grow through mistakes. Adopting a growth mindset can make the difference between an average salesperson and a phenomenal one.

Sales Representatives Skills: Growth Mindset

People with a growth mindset look at mistakes, shortcomings, and even failures as opportunities to learn, which is a tremendous asset in today’s rapidly evolving sales landscape. 

Self-Starter

Another attribute of superstar sellers? The ability to self-motivate and initiate tasks and growth opportunities on their own. Rarely will sales opportunities fall into a salesperson’s lap, so it’s important that those in the profession can create them for themselves.

Goal-Oriented

Despite what some people may believe, effective selling is not based on luck. It’s a craft that can be honed and refined over time, and should amount to a repeatable, scalable process. 

Sales Representatives Skills: set SMART goals

Perhaps the most overlooked aspect of an effective salesperson is the ability to practice and demonstrate empathy. No matter how well you know your product, company, or industry, next to none of it will transfer if you don’t learn how to connect on a deeper level with your prospects. 

Good sales reps sell products; great sales reps sell to people. They do this through empathy .

Sales Representatives Skills: Empathy

Sales representative skills can be heightened and improved with the right technology in place. The following three tools are just a small sample of the many available to salespeople today. 

Regardless of the tools your team uses, it’s important that you’re well-versed in their functionality and intention within your team. If you’re unclear on this, speak with your sales manager, sales operations team, or sales enablement team; they will be able to guide you through appropriate usage. 

LinkedIn Sales Navigator

With over 500 million registered users, LinkedIn is the world’s largest professional social network. 

Sales Representatives Skills: LinkedIn Sales Navigator

The platform’s sales tool is called Sales Navigator, and helps salespeople find leads and structure their workflow. It helps salespeople target the right buyers, understand key insights, and engage with personalized outreach. 

Yesware’s all-in-one sales toolkit is the one inbox tool you need for sales engagement. With features like Email Templates, Campaigns, Meeting Scheduler, Tracking, and more, you can win more deals with less effort.

Sales Representatives Skills: Yesware

Our Prospecting Campaign tool combines automation and personalization for a streamlined, customized touch — no matter who your audience is. 

Slack, which was recently acquired by sales giant Salesforce, is a fantastic tool for teams that need to collaborate efficiently. 

Sales Representatives Skills: Slack

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University of Nizhniy Novgorod, Wireless Lab

Jan 22, 2013

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University of Nizhniy Novgorod, Wireless Lab. VIDEO CAPTURING SERVICE WITH SOCIAL NETWORKS FUNCTIONALITY FOR MEEGO. Objective of the project. Creation of application for extension the multimedia capabilities MeeGo. Basic requirements for application:

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University of Nizhniy Novgorod, Wireless Lab VIDEO CAPTURING SERVICE WITH SOCIAL NETWORKS FUNCTIONALITY FOR MEEGO

Objective of the project Creation of application for extension the multimedia capabilities MeeGo Basic requirements for application: • Full compatibility with the operating system MeeGo • The integrated possibility for work with social networks • Capturing video from a mobile device display

Functionality implemented in this version • Capturing video from a mobile device display by pressing hotkeys • Sending to youtube.com for any video files on your hard drive the mobile device • Record video from a camera mobile device • The ability to choose when writing: frame rate, video and audio codec • Usage of several accounts on youtube.com

Demonstration

Used components • Gdata • Python • FFmpeg • PyQT

Future improvements • Capture video part of the screen • Capture video in the selected window • The ability to upload to other video hosting (rutube, etc.) • The use of Public/Community MeeGo Build Service to create the rpm package

Thank you for attention Team: • Sergey Ivanov, UNN • Petr Tarasov, UNN • Michail Smirnov,VGIPU Consultations: Iliya Slavutin, Intel More info: wl.fruct.org E-mail: [email protected]

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