It Is Not Just About the Numbers

Yes, sales success is measured chiefly in results…sales per month and dollars per sale. But it is not just about the numbers…attitude and behavior play a huge role in long-term results. Short-term success will dry up unless you establish a more solid, long-term relationship with your customers.

Here are the soft skills that solution selling training experts recommend for long-term sales success:

• Excellent communication and listening skills.  Prepared salespeople who can ask the right questions and then listen well to the answers are the ones who will walk away with the sale. They uncover customer goals, problems and needs and then, with the solutions they provide, demonstrate that they understand the customer’s situation and have the customer’s best interest at heart.
• A positive attitude.  Be confident and enthusiastic. If there are any steps in the sales cycle that you fear, practice and role play until you overcome the anxiety that will limit your success. Be open to improvement and project your intention to support your own and your customer’s growth.
• Be trustworthy.  Do what you say you will do. That is as simple and yet as powerful as it sounds.