Successful salespeople are able to instantly understand the advantages their product can offer clients. This allows them to make honest comparisons to customer needs and provide the right solution that will leave both parties satisfied, but arriving at this destination can be challenging in most situations.
Understanding the product they are selling is just part of the equation. Staff members also need the ability to listen to the clients' needs. Sales Pro Magazine notes that paying attention to various clues in prospects answers can give insight into the real problem they are trying to solve. This allows employees to provide better solutions that will increase the satisfaction level of the client and encourage repeat business.
Selling Power Magazine states that approaching each potential transaction as collaboration will provide the right mindset to improve communications between the parties. Companies should not focus on selling to their clients, but rather on helping them find the solution to their problems. This approach is extremely beneficial with customizable products where the client receives exactly the features needed.
Teaching workers to listen can require complex sales coaching strategies that employees may be resistant too. Early success can overcome these resistances providing motivation needed to continue developing the appropriate skills. A separate article in Sales Pro Magazine suggests that managers encourage sales staff to evaluate their own strengths and weaknesses. By having a better understanding of what assets they bring to various situations, employee gain the confidence needed to connect with clients.
The source notes that the best salespeople don't worry about looking or sounding perfect, but treat each client with respect and honesty. Creating an authentic relationship, allows for an open dialogue where the trained salesman can pick out clues for exactly what the client needs.
Taking the time to address these skills in sales on-boarding can give organizations an advantage over the competition. By focusing in the long-term benefits of the customer relationship, the business will see more repeat sales and higher satisfaction ratings. Compensation structures that reward renewals are a simple and effective way to encourage staff to think of the long-term relationship. Additionally, focusing on the skills needed to recommend the right products or features will increase employees' willingness to listen to their sales leads.