Time is a scarce resource for most small business owners. So, when you set some time aside for technology sales training it's important to make sure that the training covers the skills that will have the most impact on your sales success rates.
Here are the seven skills that you should always look to improve during technology sales training:
Listening – It is easy to go onto autopilot when you go through your sales process repeatedly, but every prospect reacts differently to your presentation. So you need to listen carefully to what each prospect is telling you in order to tailor your presentation to their needs.
Observing – Learn to read the non-verbal cues that your prospects give out. This will help you to recognize when to take actions like moving to close a transaction, slowing down the pace, or providing additional information.
Questioning – This can be partly a confidence issue. People new to technology sales often do not want to break the flow of their sales patter. However, it is vital that your IT sales strategy is all about having a two-way conversation. Asking the right questions at the right time is a key part of sales.
Confrontation – People have very different views and they will not always react in the way that you expect. There will be situations when you will need to handle confrontation, be non-defensive, and to learn to diffuse situations.
Relationship building – As you no doubt keep hearing, people buy from people. Learn to engage your prospects on a one-to-one basis. Learn what makes them tick and understand their pain points, so that you can truly empathize with them.
Persuasion – There is no getting away from it. You need to persuade people to buy your product or service. You don't have to implement it in an obnoxious way, but you need to understand the psychology behind the techniques, so that you can incorporate them into your IT sales strategies.
Presentation – You need to learn to be in your comfort zone every time you approach a prospect. Being at ease gives you time and space to adapt your presentation on the fly to serve the needs of your prospects.
All the above skills will help you to think on your feet, which will provide you with the opportunity to adapt to each of your prospects’ needs as they move through your sales funnel. This will help you to build stronger relationships with your prospects and convert more of them into paying clients.
Which skills do you value the most when taking technology sales training? Share your thoughts and experiences with us in the Comments section.
And be sure to download your free copy of the special report on 7 IT Sales Secrets for Attracting High-Lifetime-Value Clients.
Wikimedia Commons Image Source: Christian Gidlöf
Topics:- B2B Sales Strategy