Sales Strategy & Sales Skills
Sales Strategy & Sales Skills: A sale is a transaction or an act of selling between two or more parties. The buyer receives tangible or intangible goods, services, or assets in exchange for money. Sales consists of two components (1) the activity involving a transaction working after a sale has been negotiated and (2) a documented plan for positioning and selling your product or service to qualified buyers in a way that differentiates your solution from your competitors (Cook and Hababou, 2011).
Marketing & Sales are very closely related. It might be helpful to think of sales strategy & selling skills as what happens once an individual shows interest. As soon as there is room for 2 way communication, or you have successfully gained the interest of someone. Specifically for the purpose of doing a deal. Internally we've labelled this critical success factor simply "sales".
However to better help you, we expanded to 'sales strategy & sales skills'. In truth a sales strategy does involve certain skills. Needs-satisfaction selling is different from Consultative selling. Each is a unique strategy. With it come uniquely required skills. Adaptive selling is another one where you could argue all day - is this a skill or a strategy? We say they're both. A well match sales strategy done poorly will result in poor results. A poorly matched sales strategy done well will also give poor results. You need both sales skills & sales strategy.
Honing Your Sales Skills
At some point in your career, you’re going to have to sell something — even if you’re not really a salesperson. It could be an idea, your team, or maybe even yourself. But how can you improve your sales skills, especially if you don’t pitch people often?
Simply put, sales is a transaction or an action of selling between two or more parties where the buyer receives tangible or intangible goods, services, or assets in exchange for money. It’s vital for any and every business or else that business would fail. It has two components:
- The activity involving a transaction working after a sale has been negotiated
- A documented plan for positioning and selling your products or services to qualified buyers in a way that makes your solution unique from competitors
Sales is an extremely cutthroat industry. If you hope to make sales and earn a profit, you’ll need to be equipped with the most important sales skills and strategies to stay ahead of competitors. To hit your numbers, knowing everything from the product to the market will be vital in creating messaging and value propositions.
Some sales skills require more targeted effort. But while we all have our own natural aptitudes, anyone can learn to become better at persuading and influencing others — which, in essence, is really what selling is all about.
Some of us are born salespeople. Others need to put in a little extra effort to bring our abilities up to the level at which we could compete. Incorporating these skills into your daily routine and practicing them consistently will turn them into habits. In time, you will be able to use these skills as easily as you breathe and become a sales generating Rockstar.
Some would argue you cannot 'sell' anyone anything. You really need to help them discover their own reasons to buy, buy from you and why act now.
There are ethical and unethical means of generating sales. Which work best? When?
Here are some sales skills that you should learn:
- Product knowledge is the foundation of a good sales pitch because it equips you with the right answers and solutions to offer customers.
- Strong communication skills, both in writing and presenting, is essential to build meaningful relationships with clients and partners.
- Develop a strategic approach to prospecting to better identify opportunities.
- Gathering information is integral to understand any prospect’s company, business challenges, and current priorities. So, you’ll need to be able to ask intelligent questions, identify buyer needs, and follow up accordingly.
- Business acumen will aid you in understanding finances and customer’s pain points.
- Learn the basics of social media so you can do social selling.
- Solid storytelling skills helps you deliver clear, concise, authentic, and engaging stories that’ll set your company apart and appeal to your audience.