Skilled Sales professionals spend over 80% of their time selling, but are they demonstrating appropriate selling skills and getting the needed sales results?

Unfortunately most sales professionals are not demonstrating appropriate selling skills.

First, let’s understand that in traditional sales, selling is telling. Sales professionals do this my focusing on their company’s products and services and doing presentations 80% of the time.

If you are a sales professional and feel that you are caught up in telling and answering customer questions, you are selling, and not demonstrating appropriate selling skills!

Buyer’s no long have a desire to be sold. They want the opposite. The opposite of selling is buying. Don’t you prefer to buy, than to be sold?

What this means is the whole sales process has to change from selling and telling to buying and asking, from talking to listening. Would that not be the appropriate selling skills that sales professionals should be demonstrating?

For some reason sales people believe it is their job to do presentations and answer customer questions. They feel they are giving and in control.

When sales people are telling, they think they are in control. This is not an appropriate selling skill. The reality is sales people conducting themselves like this are totally out of control.

Sales people may also believe that they gain through giving. However, that is not the case and provides absolutely no value to the prospect or customer. Not an appropriate selling skill.

Customers today want value. They want to be understood, feel important, be comfortable and listened to. These are all appropriate selling skills that all sales professionals should be demonstrating on a daily basis.

The Bottom Line: As a sales professional, you must demonstrate appropriate selling skills. Selling skills that will help customers buy so that you can get the sales results that you are looking for.

Tags: goal setting worksheet, how to sell, increase sales, sales tips