Develop your product knowledge

Rehearse with other sales reps. Be open to critical feedback so that you can learn from the experiences of other salespeople. Take note of online public speaking courses to learn valuable presentation skills to improve your sales abilities. There's a lot you can find online including taking the University of Washington's introductory public speaking course. Selling products and industry knowledge is the second half of the sales battle. The first is knowing what you are selling. It’s no longer a given that potential customers come to you first to learn about your product. The report states that customers only spend time with a salesperson during the buying process. The cost per representative is approximately because most buyers will talk to multiple vendors. These customers spend the greatest portion of their time conducting independent online research so when they contact you they want more than just features and pricing information.

A key skill for salespeople is understanding your product’s positioning in the industry how it stands out from the competition and how exactly it solves your customer’s pain points by spending time collaborating with other departments. Product designers, marketers, and customer service reps all look at the same product from a slightly Email Marketing List different perspective. Learn from them so you can provide more details to potential customers. Learn How Sales and Marketing Work Together Recommended Reading How Sales and Marketing Alignment Can Boost Your Revenue Active Listening Skills Sales reps can’t discover buyer needs without listening. They can't sell effectively without understanding the need.



Buyers surveyed in a recent study said they were more likely to buy from a sales representative who listened to them, but only 40% rated the seller as a competent listener. This means you can put yourself ahead of three-quarters of your competitors by accepting. This is a key part of consultative selling. Sales reps prioritize prospect relationships over product promotions. Active listening isn’t just about waiting for your turn to speak but about engaging with your prospects and collaborating to find the best solution to their problem. This means taking what they say as feedback confirming that what you heard is correct and asking relevant follow-up questions.