Top 5 Essential Skills Needed To Succeed In Tech Sales
I'll break down the top 5 critical sales skills essential for high performers in tech sales!
When it comes to sales professionals: there are the good ones, the bad ones, and the ones that are simply great at what they do 👍
The bad ones are easy to spot. They’re the ones giving the profession a bad name and tend to fit in with the negative stereotypes we see and hear about in the media. They give little thought - if any - to how the deal will impact their customer. They’re also usually very disorganized and sometimes even outright dishonest about the terms of the agreement.
Good salespeople are usually pretty friendly and diligent in getting their work done. They deliver on what’s promised and do their best to live up to expectations. Most average salespeople are just that - average. They approach their work as something that needs to be done; rather than taking pride in the fact that they’re able to provide value to their customers.
That’s where great salespeople set themselves apart! Great salespeople take pride in what they do and live for the mission of continuing to provide that value. So how do you go from being an excellent salesman to a great salesman?
Many factors can affect what makes a great salesperson. However, a targeted list of critical sales skills will UP your sales game if you focus on developing them:
1. Grit
According to Angela Lee Duckworth, grit is the most significant predictor of success and even more important than IQ. Grit is the ability to continue pushing yourself to work hard despite seemingly insurmountable odds.
2. Emotional Intelligence
Great sales professionals that develop their emotional intelligence understand that there’s a premium associated with trust. Trust will beat price any day of the week. Unless, the price is the most critical factor in your prospect’s criteria. Building trust and value is the best way to increase your odds of winning that deal.
3. Time and Task Management
Being busy does not always mean that you’re being productive. In sales, there truly is a benefit to working smarter and not harder. Great salespeople know how to effectively manage their time and recalibrate their focus on the most critical priorities. They identify the target companies and prospects with the highest likelihood of bringing in business.
4. Navigating an Organization
It’s essential to understand how your prospective company is organized so you can use that knowledge to your advantage when trying to figure out who the best alternative people are to reach.
5. Storytelling
Of all the skills on this list, the ability to effectively tell a captivating story is probably the most important. Something about the human mind makes it easier for us to remember stories better than lists of facts. Great sales professionals use this to their advantage.
So, if you’re lacking in any of these areas, spend the next few weeks working on developing these skills. You may be surprised at how quickly they will start to impact the success you’re seeing with your deals.