As 11 habilidades de vendas essenciais de que todo vendedor precisa
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 habilidades de vendas suaves de que todo vendedor precisa
1. 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!
E o mais importante: a empatia ajuda você a criar relacionamentos significativos com os clientes em potencial.
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. Inteligência emocional
A inteligência emocional permite que você entenda como os outros estão se sentindo e gerencie suas emoções e as emoções deles em relação a você.
When you’re an emotionally intelligent person, people naturally relate to you and want to follow your guidance. 🚶♂️
Há quatro habilidades que abrangem a inteligência emocional:
- 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.
Como você pode ver, ser emocionalmente inteligente é uma habilidade incrivelmente valiosa tanto para sua carreira quanto para sua vida pessoal.
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. Escuta ativa
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.
É claro que é produtivo fazer perguntas para orientar a conversa de forma a obter as informações de que você precisa, mas evite assumir o controle da conversa.
Ninguém quer ouvir o quanto você ou sua empresa são ótimos sem ser solicitado. Ouça o que eles têm a dizer e, em seguida, determine a próxima melhor etapa para eles.
Remember: you need to be on the customer’s side, and you need to make them feel good about the exchange! 😍
4. Comunicação eficaz
Salespeople spend the majority of their day communicating – so it’s important to be an effective communicator!
Desde o envio de e-mails até a realização de reuniões, chamadas telefônicas e uso de bate-papo ao vivo para vendas, há muitas maneiras pelas quais um vendedor precisa se comunicar em um determinado dia, o que torna isso ainda mais crucial. Portanto, é imprescindível ter uma ferramenta confiável ou um aplicativo de comunicação com a equipe que permita colaborar com sua equipe ou entrar em contato com seus clientes potenciais.
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. Confiança
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 você acha que pode trabalhar um pouco mais essa habilidade, há muitos recursos e exercícios disponíveis on-line para ajudá-lo a aumentar sua confiança e a passar de um bom vendedor para um ótimo vendedor.
6. Flexibilidade
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. 🤗
Em vez de abordar as mudanças com pânico ou frustração, dê um passo atrás por um momento, respire fundo e tente oferecer soluções ou alternativas.
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. Otimismo
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). 😄
Essa soft skill também pode reduzir o estresse e aumentar a longevidade.
That’s right: the power of positivity can literally make you live longer! 🖖
8. Gerenciamento de tempo
Similar to flexibility, time management means that you’re able to work smarter, not harder.
Trabalhar 60 horas por semana e mal atingir suas metas de vendas não é sustentável nem divertido.
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 descansar o suficiente. 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.
Por exemplo, a principal ferramenta em seu conjunto de ferramentas de vendas é um CRM, mas apenas alguns de nós conseguem preencher o CRM perfeitamente e manter todos os dados necessários nele para poder torná-lo realmente útil.
That’s why at Salesflare Nosso foco é automatizar a tarefa robótica de inserir dados no seu CRM, para que você possa se concentrar no aprimoramento contínuo de suas habilidades de vendas e na construção de relacionamentos com os clientes.
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 quiser experimentar nosso produto e melhorar seu jogo de vendas, você pode inicie um teste aqui. Muitos de nossos clientes também o utilizam para acompanhar investidores, parcerias, aceleradores e muito mais).
9. Falar em público
Algumas pessoas adoram falar em frente a um grupo. Outras, nem 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. 😰
A melhor coisa que você pode fazer para superar o medo de falar em público é praticar, praticar, praticar. Quanto mais você fizer isso, mais natural será a sensação.
Se isso o intimidar, tente algumas opções alternativas, como fazer aulas de improvisação ou assistir a TED Talks no YouTube para ajudá-lo a aprender com especialistas em falar em público.
10. Integridade
O aspecto mais fundamental que pode fazer ou desfazer um vendedor de destaque é sua integridade.
Ser honesto e transparente com os clientes em potencial é fundamental para ser um vendedor com forte integridade.
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.
Um vendedor também nunca deve ser enganoso com relação ao que um produto ou serviço pode fazer por alguém. Se você prometer demais e não cumprir o prometido, isso acabará lhe prejudicando muito.
It can ruin your entire career. 😵
Carry yourself with integrity – and let’s be real, that’s just good life advice in general.
11. Mentalidade de crescimento
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. 🚀
Como vendedor, essa é uma habilidade essencial e valiosa.
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! 🎊
Pronto para fechar alguns negócios com essas habilidades?
Complemente suas habilidades de vendas de alto nível com um CRM de alto nível. Ao permitir que o Salesflare automatize todas as tarefas robóticas para você, você terá mais tempo para se concentrar em ser flexível, otimista, confiante e ter uma mente voltada para o crescimento.
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, melhorar seu gerenciamento de tempo e mantenha o controle de seus clientes potenciais fornecendo Salesflare uma tentativa.
Quais são algumas outras habilidades de vendas flexíveis que você considera essenciais para ser um ótimo vendedor? Deixe sua opinião nos comentários!
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