A skill seller is a salesperson who is adept at using a wide range of soft skills to build rapport and trust with prospective buyers. The most successful sellers know how to keep their sales cycles short and align their stages with buyer behavior to deliver optimal results for their customers.
They are able to overcome objections by empathizing with a prospect’s concerns, asking questions to uncover their goals and pain points, and offering solutions that will help them achieve those outcomes. A skilled salesperson is also a master negotiator who can find terms for both parties that satisfy everyone.
In addition, they have strong time management skills and use a variety of tools to manage the sales process and meet their sales quotas. This includes being familiar with the company’s CRM and other sales technology, as well as leveraging collaborative tools such as account maps and sales collaboration software.
These soft skills are the ones that help sellers stand out from the competition and build their credibility. They include cognitive empathy, which is the ability to understand and share another person’s emotional experiences; and emotional empathy, or putting yourself in someone else’s shoes.
Finally, they have a good working knowledge of how to close deals by using a variety of sales techniques, such as the takeaway close (like when kids play with their toys and then ask them if they want them back) or the soft close (which is similar to asking a low-impact question that makes the prospect think they’re being pressured to buy). They also experiment with different closing techniques to iterate and improve on their skills. skill seller