{"id":4552,"date":"2020-05-18T15:29:38","date_gmt":"2020-05-18T20:29:38","guid":{"rendered":"http:\/\/kmbrian.com\/blog\/?p=4552"},"modified":"2020-12-04T17:18:11","modified_gmt":"2020-12-04T23:18:11","slug":"sales-skills-2","status":"publish","type":"post","link":"http:\/\/kmbrian.com\/blog\/sales-skills-2\/","title":{"rendered":"Sales Skills &#038; Techniques Every Salesperson Needs to Master"},"content":{"rendered":"<p>Statistics reporting on sales performance can seem pretty grim. For instance, consider that, according to <a href=\"http:\/\/kmbrian.com\/blog\/100-sales-statistics\/\">data points compiled by Mailshake<\/a>:<\/p>\n<ul>\n<li>Less than 50% of initial prospects turn out to be a good fit.<\/li>\n<li>58% of buyers state that <a href=\"http:\/\/kmbrian.com\/blog\/sales-meeting\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales meetings<\/a> aren\u2019t valuable.<\/li>\n<li>82% of B2B buyers think sales reps are unprepared.<\/li>\n<\/ul>\n<p>But although some people may take these and related statistics to prove that winning at sales is an uphill battle, you can also choose to see them as an opportunity. If so many sales people out there get much of the process wrong, just think about what you can achieve by investing in your sales skills.<\/p>\n<p>No matter what level your career is at, there\u2019s always room for improvement. Use the resources below to improve your sales skills \u2013 and the overall results you can drive by using them.<\/p>\n<h2>Types of selling<\/h2>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/personal-selling\/\">Personal Selling: Definition, Techniques, and Examples<\/a><\/p>\n<p>Given the more widespread use of video conferencing, personal selling and its face-to-face meetings might seem irrelevant these days. But there are still plenty of situations that call for in-person meetings. Learn more about them here.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/relationship-selling\/\">Relationship Selling: Definition, Techniques, and Examples<\/a><\/p>\n<p>The opposite of transactional selling, relationship selling relies on connections forged between parties to drive sales. If you\u2019re a B2B salesperson or someone who sells high-ticket items over long sales cycles, you\u2019ll want to learn this strategy.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/consultative-selling-definition-techniques-examples\/\">Consultative Selling: Definition, Techniques, and Examples<\/a><\/p>\n<p>Consultative selling minimizes the risk of salespeople being perceived as pushy. When you take the time to fully understand your prospects\u2019 needs through a consultative approach, closing the deal on the right solution becomes much easier.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/feature-benefit-selling\/\">Why Feature-Benefit Selling Will Increase Your Sales<\/a><\/p>\n<p>Making your mark in sales comes down to your ability to connect your solution\u2019s features with the benefits your prospects stand to receive from it. Learn how to leverage feature-benefit selling in this article by Daniela McVicker.<\/p>\n<h2>Sales techniques<\/h2>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/sales-closing-techniques\/\">15 Sales Closing Techniques: How to Close Your Next Sale<\/a><\/p>\n<p>Seeing lackluster sales closing performance? Give any of these 15 time-tested techniques a try on your next deal.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/sales-pitch-examples\/\">The Anatomy of a Great Sales Pitch (With Examples)<\/a><\/p>\n<p>Powerful sales pitches don\u2019t just happen. Instead, they\u2019re the result of several factors successfully coming together \u2013 each of which is described in further detail in this article from Mailshake\u2019s Sujan Patel.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/building-rapport-remote-sales-presentations\/\">Building Rapport on Remote Sales Presentations: 6 Steps for Creating Connection<\/a><\/p>\n<p>As more people than ever before find themselves working from home, sales people face the new challenge of learning to build rapport on remote sales calls. If you\u2019re struggling to replace in-person conversations with digital alternatives, follow these six steps.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/logrolling-negotiating-technique\/\">How to Leverage the Logrolling Technique in Sales Negotiations<\/a><\/p>\n<p>Sales always involves some degree of give-and-take, but with the logrolling technique, you\u2019ll learn how to ensure your needs are met without compromising on your non-negotiables. Learn more in this interview with sales practitioner Whitney Sales.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/sales-referrals\/\">How to Ask for Sales Referrals<\/a><\/p>\n<p>Referrals can become some of your most powerful sales leads, but asking for them doesn\u2019t always come naturally. In this article, you\u2019ll discover how to build a sales referral workflow and how to make it as effective as possible.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/close-deals-faster\/\">13 Tools for Closing Deals Faster<\/a><\/p>\n<p>Velocity matters in sales, as the faster you can close deals, the more deals you can close. If your sales are feeling a bit sluggish, check out these 13 tools to help you speed the process along.<\/p>\n<h2>Success in sales<\/h2>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/business-development-representative\/\">What Is a Business Development Representative? (How BDRs Lift Sales)<\/a><\/p>\n<p>If you\u2019re new to sales, you might not understand how different titles work together or what roles they play on sales teams. Here, contributor Lucia Piseddu offers a deep-dive into the important role of business development representative.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/sales-skills\/\">6 Sales Skills Anyone Can Learn to Be a Great Salesperson<\/a><\/p>\n<p>Great sales people are made, not born. So whether you\u2019re new to the field or you\u2019ve struggled with low performance in the past, practicing these six sales skills will help take your career from good to great.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/sdr-ae-promotion\/\">How to Get Promoted From an SDR to Account Executive<\/a><\/p>\n<p>Looking to advance in your sales career? If you\u2019re hoping to make the leap from sales development representative to account executive, these tips from David Dulany, sales development consultant and founder of Tenbound, may help.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/best-sales-books\/\">30 Best Books on Sales (Recommended by Top Sales Professionals)<\/a><\/p>\n<p>Leaders in every field \u2013 sales included \u2013 know that ongoing education is a must. Hone your sales skills with these 30 highly recommended books.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/sales-success\/\">Sales Success: Start by Asking These 3 Questions<\/a><\/p>\n<p>You\u2019re never going to hit your sales goals if you can\u2019t communicate what sets you and your solution apart. These three questions, shared by Jeff Bajorek, will teach you how to reach sales success by selling future outcomes.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/help-first\/\">How a Help-First Mindset Can Deliver Leads, Referrals, and Revenue<\/a><\/p>\n<p>Sales doesn\u2019t have to be selfish. As Royce Louden, Business Development Manager at BookWerks, explains in this article, staying strictly educational and leveraging a \u201chelp-first mindset\u201d can still drive big gains when used appropriately.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/motivational-sales-quotes\/\">36 Motivational Sales Quotes to Inspire Your Team in 2020<\/a><\/p>\n<p>Losing momentum? In need of a little inspiration? These 36 motivational sales quotes, compiled by Adam Enfroy, should help.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/career-in-sales\/\">4 Compelling Reasons to Consider a Career in Sales<\/a><\/p>\n<p>On the fence about whether or not a career in sales is right for you? This guest contribution by Susan A. Enns will give you four compelling reasons to consider making the leap into the field.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/sales-slump\/\">How to Break Out of a Sales Slump<\/a><\/p>\n<p>Every salesperson will hit a slump at some point or another in their careers \u2013 it\u2019s what you do to get out of it that makes all the difference. Keep these tips in mind for when you face your next slump.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/sales-presentation\/\">How to Nail a Sales Presentation<\/a><\/p>\n<p>Sales presentations are deceptively complex. Although it\u2019s easy to throw together a few slides to accompany your pitch, delivering a truly compelling presentation is much harder. These tips from Kate Levan can help if your presentations could use some polish.<\/p>\n<p><a href=\"http:\/\/v\">Habits of Successful Sales Professionals: What Not to Do<\/a><\/p>\n<p>The web is full of tips on how to do sales well (as you can see from the list compiled here). But knowing what not to do is just as important. Author David Alexander Vipond addresses this important angle here.<\/p>\n<p><a href=\"http:\/\/kmbrian.com\/blog\/succeed-inside-sales\/\">How to Succeed on the Inside Sales Team of a Budding Tech Startup<\/a><\/p>\n<p>Selling is almost universally difficult, but it\u2019s even harder when the public doesn\u2019t know or understand what you\u2019re selling. If you\u2019re on the inside sales team of a tech startup, take a look at this article by Grant Polachek.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Statistics reporting on sales performance can seem pretty grim. For instance, consider that, according to data points compiled by Mailshake: Less than 50% of initial prospects turn out to be a good fit. 58% of buyers state that sales meetings aren\u2019t valuable. 82% of B2B buyers think sales reps are unprepared. But although some people &#8230;<\/p>\n","protected":false},"author":15,"featured_media":4553,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"spay_email":""},"categories":[5],"tags":[],"jetpack_featured_media_url":"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/05\/Sales-Skills-Techniques.jpeg?fit=1138%2C493&ssl=1","yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v15.5 - http:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\r\n<title>Sales Skills &amp; Techniques Every Salesperson Needs to Master<\/title>\r\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\r\n<link rel=\"canonical\" href=\"http:\/\/kmbrian.com\/blog\/sales-skills-2\/\" \/>\r\n<meta property=\"og:locale\" content=\"en_US\" \/>\r\n<meta property=\"og:type\" content=\"article\" \/>\r\n<meta property=\"og:title\" content=\"Sales Skills &amp; Techniques Every Salesperson Needs to Master\" \/>\r\n<meta property=\"og:description\" content=\"Statistics reporting on sales performance can seem pretty grim. 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Personal selling should be part of a\u2026","rel":"","context":"In &quot;sales&quot;","img":{"alt_text":"","src":"http:\/\/i0.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2019\/10\/Personal-Selling-header-1.jpg?fit=1138%2C493&ssl=1&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":5295,"url":"http:\/\/kmbrian.com\/blog\/sales-techniques\/","url_meta":{"origin":4552,"position":1},"title":"25 Powerful Sales Techniques to Incorporate into Your Process","date":"07\/09\/2020","format":false,"excerpt":"Every sales rep has a few favorite sales techniques in their armory. Why? Using tried and tested sales techniques can take your sales game to the next level. These techniques are renowned for a reason \u2013 they\u2019ve worked for many salespeople before you, and they could work for you, too.\u2026","rel":"","context":"In &quot;sales&quot;","img":{"alt_text":"","src":"http:\/\/i1.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/07\/Sales-Techniques.jpeg?fit=1138%2C493&ssl=1&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":1015,"url":"http:\/\/kmbrian.com\/blog\/consultative-selling-definition-techniques-examples\/","url_meta":{"origin":4552,"position":2},"title":"Consultative Selling: Definition, Techniques, and Examples","date":"02\/28\/2018","format":false,"excerpt":"According to buyers, the three most important elements of a positive sales experience are a sales representative who 1) listens to their needs, 2) isn\u2019t pushy, and 3) provides relevant information. That\u2019s not too much to ask, right? It might not sound like it, but research shows that while sales\u2026","rel":"","context":"In &quot;sales&quot;","img":{"alt_text":"","src":"http:\/\/i0.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2018\/02\/consultative-marketing-header-2.jpg?fit=1138%2C493&ssl=1&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":5850,"url":"http:\/\/kmbrian.com\/blog\/top-sales-skills\/","url_meta":{"origin":4552,"position":3},"title":"The Top 3 Sales Skills You Aren't Practicing","date":"10\/15\/2020","format":false,"excerpt":"Every sales rep I know is constantly looking for ways to up their game. And while it\u2019s often about employing some awesome new tech tool or learning the latest closing technique, you can get a lot more out of your prospects and clients simply by getting a ton more out\u2026","rel":"","context":"In &quot;Interviews&quot;","img":{"alt_text":"","src":"http:\/\/i1.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/Joseph-Fung.jpeg?fit=1200%2C675&ssl=1&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":4188,"url":"http:\/\/kmbrian.com\/blog\/cold-calling-techniques\/","url_meta":{"origin":4552,"position":4},"title":"Ditch Your Script, Use These Cold Calling Techniques Instead","date":"03\/11\/2020","format":false,"excerpt":"\u201cCold calling is dead!\u201d I\u2019m tired of hearing this argument \u2014 largely because the argument is between salespeople and \u201csales gurus,\u201d when what our prospects think about cold calling is far more important than what we salespeople think. The problem isn\u2019t that cold calling is dead. It\u2019s that reps aren\u2019t\u2026","rel":"","context":"In &quot;sales&quot;","img":{"alt_text":"","src":"http:\/\/i0.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/Ditch-your-script-A.jpg?fit=1138%2C493&ssl=1&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":4014,"url":"http:\/\/kmbrian.com\/blog\/soft-selling\/","url_meta":{"origin":4552,"position":5},"title":"What is Soft Selling and How to Leverage It In Sales","date":"01\/27\/2020","format":false,"excerpt":"When you\u2019re trying to hit your sales target, it\u2019s easy to become a bit too\u2026 passionate in sales meetings. Sometimes this can come across as aggressive and actually put the buyer off. Hubspot asked buyers to submit the word they most associated with salespeople. The number one response? Pushy. 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