Le 11 abilità di vendita essenziali per ogni venditore
There are plenty of crucial sales skills you need to have to be a successful and effective salesperson. 👩💼👨💼
But beyond knowing how to use a CRM or how to create a sales forecast (here’s a template btw), being a great salesperson means you’re in tune with your soft sales skills just as much as your technical sales skills.
It’s great that you’re able to use the latest software or have mastered Excel spreadsheets, but if you aren’t someone who is able to really develop relationships with customers, you won’t get very far. 🙅♀️
That’s why we’ve put together a list of 11 essential sales skills you’ll need to be highly effective.
This post is by no means exhaustive – as there are countless soft sales skills that can make you a better salesperson – but these are the most crucial when it comes to effective sales relationships.
After all, that’s a big part of why you went into sales, right? 😉
11 abilità di vendita soft di cui ogni venditore ha bisogno
1. L'empatia
It’s always important to be able to put yourself in someone else’s shoes – especially as a salesperson.
When you’re able to understand what people might be thinking or how they might be feeling, you’re able to guide conversations in a productive way. 👍
You can uncover motivations, pain points and more, meaning you have a better idea of when you can push ahead or when you need to hold back a bit – which can really turn you into a sales rockstar!
Ma soprattutto: l'empatia aiuta a costruire relazioni significative con i potenziali clienti.
They may not remember what you said, but they’ll certainly remember how you made them feel. The last thing you want in a sales situation is to have a customer feel taken advantage of, or as if you aren’t keeping their best interests in mind.
There are plenty of exercises you can do to mindfully practice empathy, including literally imagining yourself in someone else’s shoes and reframing your thoughts toward curiosity rather than judgment.
Always make sure a customer knows you’re in their corner! 👊
2. Intelligenza emotiva
L'intelligenza emotiva vi permette di capire come si sentono gli altri e di gestire le vostre emozioni e quelle degli altri nei vostri confronti.
When you’re an emotionally intelligent person, people naturally relate to you and want to follow your guidance. 🚶♂️
L'intelligenza emotiva si compone di quattro abilità:
- Perceiving emotions – the ability to detect and decipher emotions in faces, pictures, voices, etc., including your own emotions. This is the most basic aspect of emotional intelligence and it makes all other processing of emotional information possible.
- Using emotions – the ability to harness emotions to facilitate various cognitive activities, such as thinking and problem-solving. An emotionally intelligent person can capitalize fully upon changing moods in order to best fit the task at hand.
- Understanding emotions – the ability to comprehend emotion language and to appreciate complicated relationships among emotions (and be able to describe how emotions evolve over time).
- Managing emotions – the ability to regulate emotions in both ourselves and in others. Therefore, the emotionally intelligent person can harness emotions, even negative ones, and manage them to achieve intended goals.
Come si può notare, l'intelligenza emotiva è una soft skill incredibilmente valida da possedere sia nella carriera che nella vita privata.
If you’re able to pick up on a prospect’s mood, you’ll be able to gauge how to proceed with conversations.
Are they in a great mood? Maybe it’s time to close the deal. 🤝
Are they in a not-so-great mood? Sincerely ask them if everything is ok, and listen to what they have to say. Which brings me to the next point…
3. Ascolto attivo
When you’re trying to sell a product or service online and are focused on hitting your sales targets, it can be tempting to fall into a pattern of badgering someone to buy from you and talking their ears off until they agree.
Unfortunately, many salespeople still do this, even at companies who brag about how great they are at sales. 🙄
Don’t do this. No. One. Likes. This.
Instead, work on listening to your prospects. In many cases, they will tell you what their pain points are and what they’re looking for – you just have to listen.
È ovviamente produttivo porre domande per guidare la conversazione in modo da ottenere le informazioni necessarie, ma evitate di prendere il controllo della conversazione.
Nessuno vuole sentirsi dire quanto siete bravi voi o la vostra azienda senza essere sollecitato. Ascoltate ciò che hanno da dire e poi stabilite il passo successivo migliore per loro.
Remember: you need to be on the customer’s side, and you need to make them feel good about the exchange! 😍
4. Comunicazione efficace
Salespeople spend the majority of their day communicating – so it’s important to be an effective communicator!
Dall'invio di e-mail alle riunioni, alle telefonate e all'utilizzo della live chat per le vendite, sono molti i modi in cui un venditore ha bisogno di comunicare in una giornata, il che rende questo aspetto ancora più cruciale. È quindi indispensabile disporre di uno strumento affidabile o di un'app per la comunicazione di gruppo che consenta di collaborare con il proprio team o di contattare i potenziali clienti.
As an effective communicator, you should be able to keep your audience in mind at all times and adjust accordingly. 🗣
For example, you shouldn’t be speaking to your fellow sales colleagues the same way you would speak to a customer, because they have different needs from you and different goals in mind.
Simply put: being effective in how you communicate helps you get your points across and reach your goals. 🙌
5. Fiducia
This one probably isn’t too surprising. To be a great salesperson, you have to exude confidence!
And if you don’t feel confident at the moment? Fake it ‘til you make it. 💪
Confident people inspire confidence in others – so if you’re confident about what you’re selling, prospects will feel that confidence and “buy into” what you have to say.
Se pensate di poter lavorare un po' su questa soft skill, ci sono molte risorse ed esercizi disponibili online per aiutarvi a costruire la vostra fiducia e passare da un buon venditore a un grande venditore.
6. Flessibilità
Working in sales can be a bit of a whirlwind at times. Meetings get moved around, prospects ask questions that aren’t included in a demo, the list goes on…
That’s why flexibility is crucial! You have to be able to change plans at the drop of the hat – in a positive and constructive manner. 🤗
Invece di affrontare i cambiamenti con panico o frustrazione, fate un passo indietro, fate qualche respiro e cercate di proporre soluzioni o alternative.
With that said, it’s great to be flexible, but it’s also important to know when to say “no” to avoid being overloaded.
7. Ottimismo
Working in sales can mean a lot of unanswered emails from leads, hung-up phone calls, rejections in many forms…so great salespeople understand the importance of staying positive!
Not everyone you speak to will necessarily be interested (or even qualify) for your product or service – and that’s ok. It’s all about being optimistic in the face of any adversity or rejection.
Optimism is closely tied to confidence. It means that you’re hopeful and confident that things will turn out ok (and spoiler alert: things will turn out ok in one way or another). 😄
Questa soft skill può anche ridurre lo stress e aumentare la longevità.
That’s right: the power of positivity can literally make you live longer! 🖖
8. Gestione del tempo
Similar to flexibility, time management means that you’re able to work smarter, not harder.
Lavorare 60 ore a settimana e raggiungere a malapena gli obiettivi di vendita non è sostenibile, né divertente.
Working 40 hours per week and blowing your sales targets out of the water is sustainable and fun. 🎉
Time management also means managing your energy. Be sure you’re riposare a sufficienza. This way, when you’re at work, you can always be at your 100%.
Of course, every week is different, but if you’re able to prioritize and delegate your work in an effective way, it can be a gamechanger.
There are plenty of tools out there that can help you with this, but in the end, it’s not always easy to keep up the discipline to make them work for you.
Ad esempio, lo strumento principale del vostro set di strumenti di vendita è un CRM, ma solo pochi di noi riescono a compilare perfettamente il CRM e a mantenere tutti i dati necessari per poterlo rendere davvero utile.
That’s why at Salesflare Il nostro obiettivo è automatizzare il compito robotico di inserire i dati nel vostro CRM, in modo che possiate concentrarvi sul miglioramento continuo delle vostre capacità di vendita e sulla creazione di relazioni con i clienti.
Since it pulls in all your contacts’ data for you and fills up the timeline with your emails, meetings & phone calls just by connecting your email and calendar, it saves you a lot of time. Time you can now spend improving your sales skills and building relationships with customers.
(Se volete provare il nostro prodotto e migliorare il vostro gioco di vendite, potete Inizia una prova qui. Molti dei nostri clienti lo usano anche per seguire investitori, partnership, acceleratori e molto altro).
9. Parlare in pubblico
Alcune persone amano parlare davanti a un gruppo. Altre, non tanto.
Regardless of where you fall on that spectrum, it’s a great soft skill as a salesperson.
You’re going to be speaking to people on a regular basis, as well as offering demos and presentations, so the last thing you need is to freeze up in the middle of a crucial meeting. 😰
La cosa migliore da fare per superare la paura di parlare in pubblico è esercitarsi, esercitarsi, esercitarsi. Più lo farete, più vi sembrerà naturale.
Se questo vi intimidisce, provate a scegliere opzioni alternative, come prendere lezioni di improvvisazione o guardare TED Talks su YouTube per imparare da esperti di public speaking.
10. Integrità
La cosa più importante che può fare o distruggere un venditore di alto livello è la sua integrità.
Essere onesti e trasparenti con i clienti è fondamentale per essere un venditore con una forte integrità.
This should be a no-brainer, but bears repeating: salespeople should never push a sale on someone who isn’t a good fit for a product or service. Whether that is in regards to pain points, budget or any other reason.
Un venditore non deve mai essere fuorviante su ciò che un prodotto o un servizio può fare per qualcuno. Se si promette troppo e non si mantiene, questo si ritorce contro di noi in modo pesante.
It can ruin your entire career. 😵
Carry yourself with integrity – and let’s be real, that’s just good life advice in general.
11. Mentalità di crescita
It’s incredible what people can accomplish when they have a growth mindset.
What does that mean exactly? Well, it’s the belief that you are capable of strengthening your talents and acquiring new sales skills/abilities over time.
It means that you understand the importance of hard work and constantly trying to improve, rather that just staying stuck in your ways. 🚀
Come venditore, questa è una soft skill preziosa da possedere.
If you’re barely hitting your sales targets each quarter and you’re perfectly satisfied with that, then maybe sales isn’t for you.
It’s important to try to push yourself to constantly improve over time. To learn. To grow. To SMASH those goals!
This is also tied to the idea of high achievement and its connection to “grit.” I’ll let expert Angela Lee Duckworth explain that one. 😎
There you have it, 11 soft sales skills that will help you reach your goals faster… and in style! 🎊
Siete pronti a concludere qualche affare con queste competenze?
Completate le vostre eccellenti capacità di vendita con un CRM di altissimo livello. Lasciando che Salesflare automatizzi tutte le attività robotizzate per voi, avrete più tempo per concentrarvi sulla flessibilità, l'ottimismo, la fiducia e la crescita.
When your emails, meetings, phone calls, files, website visits and more are already pulled in for you, your motivation stays on track. With all that time and motivation, it gives you more energy to improve your soft sales skills and close more deals. 💪
So, when you’re ready to take the next step in sales, migliorare la gestione del tempo e tenere traccia dei vostri potenziali clienti dando Salesflare una prova.
Quali sono le altre soft skill di vendita che ritenete essenziali per essere un grande venditore? Fatecelo sapere nei commenti!
- 22+ Best Sales Podcasts You Should Check Out in 2024 - 21 Dicembre 2023
- Scritture di chiamata a freddo per esseri umani reali - 21 settembre 2023
- Gli oltre 25 migliori strumenti di vendita per aiutare il vostro team ad avere successo - 10 Agosto 2023