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Infographic: 10 Essential Selling Skills


In What Sales Winners Do Differently, we studied over 700 purchases from the perspective of business-to-business buyers to find out what really happened in their buying experiences.

In our research, we looked at the factors that most separate sales winners from second-place finishers. These are the essential selling skills you need to find yourself in the winner's circle.

 

The 10 Essential Selling Skills

 

  1. Educated me with new ideas or perspectives
  2. Collaborated with me
  3. Persuaded me we would achieve results
  4. Listened to me
  5. Understood my needs
  1. Helped me avoid potential pitfalls
  2. Crafted a compelling solution
  3. Depicted purchasing process accurately
  4. Connected with me personally
  5. Overall value from the company is superior to other options

 

In the infographic, we share what you need to do to master each of these essential selling skills and boost your sales success.


Do you want more tips, scenarios, and examples that will help ensure you're interacting with buyers the way they want? Download our Success Guide for Maximizing B2B Sales.

Additional Reading
4 Ways to Respond When a Buyer Says, 'We Already Work With Your Competitor'

Here's the situation: You get an introductory conversation with a great buyer—someone who fits your target profile to a T.

Not long into the conversation, however, the buyer says, "We already work with one of your competitors to do this."

What do you do next?

4 Principles of Rapport

Everybody's brain has two different processing centers: emotional and rational. The emotional brain is old. It developed millions of years ago, first with raw instincts—like fight or flight—that all animals have, and then into more complex emotions for us humans like anger, aggression, desire, fear, hatred, passion, love, disgust, sympathy, and so on.

5 Things You Must Do in Every First Sales Conversation

The first sales conversation with a new prospect can be tough. After all, prospects tend to distrust sales people, they're guarded with their information, and they're extremely busy. The fact that they agreed to meet with you in the first place is a great sign. But much of your selling success hinges on your ability to lead an effective first conversation and get them to agree to a second conversation with you.

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