Empower Your Tech Sales Closing in Canada with airSlate SignNow

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hi everyone my name is Jess and today we're going to discuss three skills that every good salesperson needs to have all right let's go ahead and get started [Music] all right everyone welcome back to my channel if you're new here go ahead and hit that subscribe button below you'll be reminded that I post content every single Monday and you'll help me reach my goals now today we're going to talk about three skills that every good salesperson needs to have and these are not the only skills really the number one skill comes down to communication a lot of us fall short on communication but that is not one of the three I will walk you through these three that you should be working on from a day to day and sometimes you might especially if you're new into sales you might forget to do this because you're maybe memorizing scripts learning the the company culture that you work at learning the new product but these are not product specific this is all about human connection when you're selling something and we're not going to talk about sales as in retail where someone comes in and says hey could you point me to you know where the the lip gloss is or where size 7 it is in shoe whatever it might be it's not that type of sales now I'm talking about larger sales anything that is going to be substantial for the customer um and and not a quick transaction where you're going to just point somewhere for the customer to have help this is really talking about you know longer sales Cycles definitely longer than a day probably 30 days to two year sales cycles that these skills are really going to come into play and number one would be you need to show empathy to the customer I don't know how many people I can tell that it doesn't matter about product knowledge it doesn't matter about how much you know about the customer or how much you know about the company that you work at it really is about understanding the company's needs having empathy for the customer because let me tell you if a customer feels like you don't care about them there is no way that they are going to trust you with their business even if you are the smartest person in the room that customer needs to know that you care about them in order to receive whatever message you're giving them so if you are not great in empathy I would consider practicing this practicing this with a friend or a peer or your partner whatever it might be it's really important to just understand what the customer is going through now that that goes to my second skill that you need to work on which is the ability to discover pain points and challenges and this is not by going through a checklist to discover oh they're struggling to deploy this software or they're just you know they're they're struggling to develop this app or they're struggling with telling management not really just about that but diagnosis working on okay the customer has these pains what is really the most important to the customer what are the biggest challenges they might tell you something if they don't trust you as one of their pains you know budget time all of those pains are going to be something for the customer but it's so important to give a diagnosis to the customer repeat back what you believe their challenges are just to ensure that you're on the same page too often we as salespeople just keep talking and talking and talking we don't ask enough questions we don't pause we don't repeat we are just so focused on the end game of closing the sale and let me tell you closing is still very important skill that most salespeople have not mastered yet but if you're able to diagnose you can go and close that sale you have to know exactly what you're trying to solve for the customer and that customer wants to select you to fix that problem now number three would be handling objections now I've done so much sales training where we're like okay what do you say after objection one what do you say after objection two it's good to have an idea of what those objections are especially if you a care you have the ability to diagnose and now you're you're the objections that happen once you have that empathy for the customer and once you know their challenges becomes less as a punching to the customer versus uh hey but didn't excuse me didn't you say that you have this problem or didn't you say you have that problem it's so important that you almost set a phone call or an in-person meeting with the customer to go through any objections that they they currently are thinking set the agenda to say today we're going to talk about some of the things that we could see popping up that maybe don't work maybe this solution doesn't work because of this less fighting and I find there's a lot of sales people that go in with a script of like okay objection one if they say this I'm gonna say this next and it's really good to plan that out um but it shouldn't be a script we should not go I mean if you know your business enough you know the product you know the challenges you have empathy for the customer it should be a conversation based objections of why they can't live without this let's say software that you're selling or a solution that you're selling and what will happen if they don't and not a scare tactic but really conversational I find the best sales that I'm able to close are the conversational ones of we've built such a good rapport you know I'm invested in your business you know I care I've listened I've asked the right questions we've diagnosed the issue together and now we're at the final point of all the objections that might come and if you don't know something that the customer says it's not a problem to say hey you know what I think we might have something for this let me get back to you but again if you know your business well enough and you know the customer well enough you should be able to handle anything and have it less as a fight more as a I don't know a movement through water than a couple punches it should just flow very simple flow very easy and you know there'll be another meeting following that one once the agenda is set and once the customer knows that they're supposed to bring objections they're supposed to bring any problems that they foresee in the future buying this solution again those would be really my three top skills and my opinion to make a great salesperson I do believe there's hundreds of other skills that we can be working on you can be solid with the communication knowing how to close is another huge one but the three that I mentioned today which is having empathy for the customer ability to discover and diagnose their pain points and challenges and then able to handle objections and not a fighting way but a way that is smooth like water and the customer is happy to collaborate with you those would be it if you have any and you're an experienced salesperson or new and have maybe a different perspective feel free to comment below I absolutely love reading your comments of where you're from and how you landed on my videos and if you like this video feel free to give me a thumbs up and I will see you next Monday take care [Music] thank you