Text Marketing

3 skills sales pros must have to close more deals

Post by
Alain Pilon
3 skills sales pros must have to close more deals

The Textodog group text messaging platform provides tons of value that will help you and your sales team during the sales process. Our software will definitely help you communicate effectively with prospects while building meaningful business relationships.

Having said that, the business systems you use in your company are utilized by your sales professionals. If you want your company to be successful, be sure you have good business systems in place and that everyone in your company is using them. Without structure, everyone goes rogue and problems will happen.

When you have the right system, you need the right people. In my opinion, there are 3 skills every sales professional needs to close more deals. If you sell products that require in most cases multiple decision makers, this article is for you.

Skill 1 – Be empathetic

Empathy is one of the most important skills when selling high ticket items. If you sell a commodity, your sales people just need to be nice and helpful. When selling products and services like cars, homes, business systems, being deeply empathetic to the customer’s problem is key. If you want to be good at sales, you must have tons of empathy and willingness to solve their problems.

Sales is about caring for others and helping their company become a better version. If it’s not a fit, don’t try to make it a fit. Care enough to say no and explain why your product is probably not what they need at this stage. There are many fake gurus out there that feel they can sell anything to anyone. The goal is to sell the right product to the right person, and care about making them better because of your products and services.

Textodog allows you to build meaningful business relationships but it’s still up to the sales person to connect with prospects. You want the wellbeing of your customers and the way you carry yourself will either gain trust or make them go elsewhere. Focus on getting results for your customers while being empathetic.

Skill 2 – Feel their pain

When you walk into the doctor’s office with pain, they always ask you: “1 to 10, how much pain are you in right now?”. The doctor is trying to diagnose where the pain is coming from and how much pain are you in. Sales are no different. When someone reaches out to you, you must ask the right questions and listen. Try to understand the root of their problems by getting to the bottom of it. What is the root cause of their problem? Customer problem and the value you bring to solve that problem is exactly what drives sales. In order to fully understand their concerns, you must listen. It’s part of being empathetic and wanting to help them get to the promise land.

It’s truly critical to listen before you jump in trying to be a saviour. The goal is to understand the problem in order to understand the gap from where they are and where they want to be. This gap is for you to fully understand so you can provide value to close that gap. If you don’t understand the gap, you will go off on talking about your features and benefits without even knowing if this will help them close the gap from their state of pain to their goal: relief.

Most of the time, people who come to you with problems don’t fully understand what their problems really are. Make them understand the root of their problems by asking the right questions and challenging them. It’s your job to understand their pain, understanding the gap and what value you bring to get them there.

Skill 3 – Be human

Many sales people use scripts to know what to say and when to say it. These are called sales objections. When you know your value and set the agenda, these objections rarely come up. Mike Tyson’s most famous quote is “Everyone has a plan until they get punched in the face”. It’s a famous quote because it’s so true. Bruce Lee said “You have to be like water and go with the flow”. Nobody likes to buy from robots so don’t make yourself into one. Remain human and have discussions about their problems, where they want to be, and how your products and services will close the gap. If you can do this, sales objections should be close to non-existant.