Do You Have the 11 Critical Sales Skills All Successful Salespeople Have
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- เผยแพร่เมื่อ 2 มิ.ย. 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": salesinsightslab.com/training/
1. Engage prospects to discuss their business challenges.
The latest data shows that top sales performers engage prospects to discuss their business challenges far more than average and underperforming salespeople do. The research here is astounding: In a recent study, we found that top sales performers ask twice as as many business-related questions as their counterparts.
2. Come off as a real human being.
This probably goes against what you’ve been taught over the years, in terms of how you should present yourself to prospects. Most salespeople are taught to put on a cheerful, high-energy, excited, and enthusiastic face in selling situations.
3. Appear as the distinct expert.
This is one of the most interesting pieces of data to come out of our internal research study. Top performers see themselves distinct experts in their field. As a result, they come off as distinct experts to their prospects.
4. Don’t push prospects to buy.
Do you remember those great old movies like Boiler Room or Glengarry Glen Ross? There's always a magical moment in these films, right at the end of the sales presentation, when the salesperson comes in and pushes the prospect to buy. The prospect is coming up with objections and saying all the reasons why they won’t buy. But the tough salesperson just keeps on pushing and overcoming the objections, one after the other. Ultimately, they win-and the prospect buys.
5. Consistently add to your pipeline.
This might sound obvious, but top sales performers consistently add to their pipelines. They don’t show up at the office in the morning, scratch their heads, and ask themselves, "What do I have to do today to drum up sales?" They already know exactly what to do to add to their pipeline every single day.
6. Be willing to sell higher up.
This is one of the sales skills that takes confidence more than anything else. Top performers simply have the guts to sell higher up within an organization. That doesn't just mean calling on the CEO, but it also means selling to bigger opportunities. It means selling to bigger companies. It means creating big opportunities by going big.
7. Dialogue over monologue.Now we know that we need to be asking questions during selling situations. We need to engage people in conversation. You get it-you've heard this a million times.
But there’s some new data out there that gives us some insight into how and when we should be asking those questions and talking to our prospects.
8. Understand the upside value.
There’s an important distinction between telling a prospect the ROI for your solution versus helping the prospect actually do their own math and come up with the upside value. Top performers ask questions that basically bake in the upside value of their solution.
9. Talk budget later in the process.
Recent sales data that shows that top performers are actually discussing money and budget later in the sales process than average and bottom-performing reps. Average and bottom performers are typically talking money and budget much earlier in the process. This means they’re coming out with a price pretty early on, while top performers only talk budget later in the discovery process.
10. Don’t fight objections.
Top performers don't fight back when they get objections. They're not getting into that arm-wrestling match where it's a back-and-forth test of wills. As I mentioned briefly earlier, top performers are addressing objections early on instead.
11. Discuss next steps.
This is so simple, yet far too many salespeople aren't doing it to the degree that they should be. The data shows that top performers are spending more time in the sales process specifically discussing clear next steps.
So, there you have it. Now you know 11 critical sales skills all successful salespeople must have. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comment section to get involved in the conversation.
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
Hidden gem of this genre. Marc should get big on youtube soon. His value is much larger than say Grant Cardone but timing is a thing too
Really good stuff. I have been a sales professional for 43 years and have ran my own business for the last 28. I played this video for my sales team and then led a discussion. Your points are spot on and you have taught an old dog new tricks.
Not fighting objections and using that Thai Chi analogy. I will apply this starting tomorrow.
These tips are simple and incredibly easy to implement. The results I have been getting speak for themselves. I'm on pace to having my best sales month in the 2 years I've worked with my current employer. I started using these techniques at the beginning of the month and they have made my job fun again and totally removed a great deal of stress that comes with selling with the old methods and mentality.
What do you sell?
Spend more time with bigger prospects is what i want to give importance.
I just found this guy like 30mins ago and I like how he points out things.
Fantastic content!
2021 Best video on Salkes on TH-cam , Thanks marc
Great stuff. no# 7, 8, and 10 were most helpful. Thanks
Thank you so much! This is very valuable, as a sales person I have been doing these things without even realising how my successes come to fruition!!! Great video :)
Nice job. Clear, simple, actionable advice that I can use. I’m about to make a call to a prospect. I’m going to use these pointers in my call.
I never heard you say, "people have to like you" because people want to do business with people they like and would want to be friends with? Making friends quickly is what I've always been told is really high on the skill list. And it's something employers can't teach you so they will pay big bucks for it! That skill alone eliminates most salespeople.
Great video Marc! Every point is a critical skill to have if you want to be an Elite Sales Pro.
Really like your video..keep up the good work
Listening skills should be No 1 in my view no mention of it
So nice. I got so much value from your video. I am looking forward to implement these skills in the legal services that I offer to my clients. Thanks.
Great Marc! each & every points you mentioned here is really true & works well for modern sales.
toufik Islam does his tips really work like for real?
I am trying to adjust what you are saying to my sales challenges. But I wonder if you have videos that are about selling commodities, rather than solutions. I sell art. It's a want, not a need. It's not going to make them extra money, and the idea that they are "supporting local artists" seems to work better after the sale. They love it when you say thank you for supporting local art after the sale, but before it feel icky like a hand out.
Fantastic stuff
Awesome Video, I like to thank you well done
Next steps idea 💡
Hello, Marc, you share a great points. Thanks . can you please share something on follow up call for lets say discussion on offer submitted or final discussion. how to approach this
This channel is awesome appreciate all the sales to you guys are professional and obviously talented and your crap
Nice tips
don't fight objections
How do you engage those people that are higher up the food chain?
Discuss Next Step I can Use it today! :D
At 16:00 watch Marc Wayshak engage in the same overenthusiasm he preaches against, trying to drive engagement on his videos lol
why there arent subtitles
His voice reminds me of Tony robbins
Hey what video was when you said prospect says, why should I do business with you then you reply with
George I really appreciate you asking that, however at this point Of the conversation I don’t think you should
Thx little face
umm, ahh, like - are real turnoffs for me when talking to salespeople
For talking to anyone. It's so hard to get out of the habit, too.
I can't figure out if you're Liam Neeson or Christiano Ronaldo
Nice tips