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 ensure that the training covers the skills that will most impact your sales success rates.

Here are the seven skills that you should always look to improve during technology sales training:

  1. Listening – It is easy to go onto autopilot when you repeatedly go through your sales process, but every prospect reacts differently to your presentation. So you need to listen carefully to what each prospect tells you to tailor your presentation to their needs.

  2. Observing – Learn to read the non-verbal cues that your prospects give out. This will help you recognize when to act, like moving to close a transaction, slowing down the pace, or providing additional information.

  3. Questioning – This can be partly a confidence issue. People new to technology sales often do not want to break the flow of their sales pattern. 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.

  4. Confrontation – People have very different views and will not always react as you expect. There will be situations when you will need to handle confrontation, be non-defensive, and learn to diffuse situations.

  5. 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.

  6. 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.

  7. Presentation – You must learn to be in your comfort zone whenever 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 think on your feet, allowing you to adapt to each of your prospects’ needs as they move through your sales funnel. This will help you build stronger relationships with your prospects and convert 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.

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