problem solving skills for sales

Problem Solving in Sales: 7 Techniques To Improve Your Skill

In sales, mastering problem-solving becomes the bridge between closing deals and losing opportunities.

Why? Because at its core, sales is applied problem-solving. You're not simply closing deals or pushing products; you're removing obstacles that prevent your customers from achieving their goals.

This is why exceptional salespeople consistently close deals faster and retain customers more effectively. They transform from average salespeople into trusted advisors, empowering their clients through problem-solving expertise.

In the following sections, you’ll learn in detail what problem solving means in sales and 7 techniques to improve your problem solving skills as a salesperson.

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What is Problem Solving in Sales?

Effective sales rely on understanding unique customer challenges and crafting solutions that effectively address them.

Here's how to master the problem-solving process for sales success:

Uncover the Problem

Actively listen to customer feedback.
Ask insightful questions to delve deeper into their pain points.
Identify the root cause of their challenges.

Break it Down

Go beyond surface-level concerns and understand the problem's core.

Come up with an Effective Solution

Leverage product/service knowledge to tailor solutions for their specific needs.
Demonstrate how your offering delivers value and addresses their challenges.

Overcome Objections

Anticipate potential concerns.
Present your solution effectively to address objections and build trust.

By mastering these steps, you can transform into a trusted advisor who consistently closes deals and fosters lasting customer relationships.

Why is Problem Solving Important in Sales?

Problem-solving has become even more important in sales today due to several key factors:

Adapting to evolving customer needs

Today's marketplace is highly competitive , with customers having access to a wider range of options than ever before. This means that simply having a good product or service isn't enough.

Salespeople need to devise new and better ways to understand the unique needs and challenges of each customer and demonstrate how their offering solves those specific problems in a way that stands out from the competition.

Differentiation from competition

Customers face a sea of similar options, so simply offering a good product isn't enough. This is where problem-solving becomes your weapon.

By sharpening your problem-solving skills, you can:

Uncover unique customer challenges : Go beyond generic features and identify the specific issues customers face.
Craft effective solutions : Showcase how your offering addresses their pain points, not just features.
Shift the conversation : Move from features to solutions, positioning yourself as a trusted advisor, not just a salesperson.
Become proactive: Anticipate customer needs and offer preventive solutions, gaining a competitive edge.

Essentially, problem-solving allows you to differentiate yourself. By addressing customer challenges effectively, you demonstrate the true value your offering brings, justifying your price point and present a compelling proposition that stands out from the crowd.

Build trust and long-term relationships

Today’s buyers want an almost rep-less buyer journey because they don’t trust salespeople to promote their best interest. This is why building trust and long-term relationships with customers is more important than ever. Salespeople who can demonstrate their ability to solve sales problems effectively are perceived as valuable advisors and trusted partners. This fosters loyalty and repeat business, which is crucial for sustainable success.

How To Improve Your Sales Problem-Solving Skills

1. improve your sales acumen with expert-led sales training programs.

Sales acumen is the combination of skills, knowledge, and experience that empowers you to excel at selling. This includes:

Understanding and empathizing with customer pain points
Anticipating customer needs proactively
Tailoring solutions to specific challenges
Build trust through expertise, active listening, and empathy
Collaborating effectively as part of a problem-solving team

While these skills seem essential for any salesperson, a surprising statistic reveals that only 13% of clients feel salespeople truly understand their needs . This highlights a gap between how sellers approach sales and how buyers want to buy, often due to inadequate problem-solving skills. If you can’t uncover your customer’s problems and needs you don’t stand a chance at selling them a solution.

Investing in expert-led sales training can bridge this gap significantly. Programs like the Pclub's Platinum Passport offer exclusive access to learn directly from the top 0.01% of sales professionals. These training programs can equip you with the practical problem-solving and B2B sales skills necessary to:

Uncover and understand your customer’s needs and challenges in-depth.
Develop tailored solutions that resonate with their specific circumstances.
Navigate complex situations and objections with confidence and clarity.
Build trust and credibility as a trusted advisor who can solve their problems effectively.

2. Develop a high emotional intelligence threshold

2024 brings a complex sales landscape: cautious buyers, increased stakeholder involvement in purchases, and longer sales cycles. This environment demands a crucial skill: high emotional intelligence (EQ).

Here's why EQ is essential:

Deeper Customer Understanding : Salespeople with high EQ excel at building rapport and fostering trust. They can read social cues, understand emotions, and create an open environment where clients freely express their challenges and emotions. This leads to deeper understanding and accurate diagnoses of customer problems.
Confidently Handling Objections : Objections are inevitable, but high EQ salespeople view them as opportunities to uncover deeper needs. They remain calm and composed, acknowledge concerns, and address them with empathy, transforming objections into chances to craft compelling solutions.
Adaptable Communication : Tailoring your approach to each customer's unique personality and decision-making style is key in sales. High EQ allows you to adapt your communication based on emotions, leading to relevant and impactful solutions that resonate with each individual.

By mastering EQ, you become a trusted advisor, equipped to navigate the complexities of modern sales and consistently close deals effectively.

3. Learn how to identify your buyer’s true pain points

Your potential customer’s true pain point is the challenge that aligns with their financial priorities. Every business operates within limited financial resources, which forces them to prioritize how they allocate these resources.

When a pain point directly impacts their financial priorities, it creates a sense of urgency and justifies the investment in a solution. This urgency becomes crucial for successful sales negotiations and closing deals.

Even if you possess the best of emotional intelligence and sales negotiation skills, struggling to sell against the core financial challenge can hinder success. Consider your reaction to the illustration below:

Person A: Needs visibility for better sales coaching (solution-oriented statement).
Person B: Faces an urgent need to prevent a significant valuation loss due to cash flow issues.

Clearly, Person B exhibits a more defined and urgent problem. Person A, while facing a challenge, frames it as a solution they already have in mind.

The key here is to master how to identify the "Why" behind the "What". That’s how you uncover the true business pain point.

4. Improve your sales negotiation skills

Negotiation is an integral part of the sales process, and mastering it is crucial for effective problem-solving.

A HubSpot study reveals that 58% of buyers want to discuss pricing on the very first call. This can be a major obstacle for salespeople as it can lead to premature price discussions before the value proposition has been established.

Diving into price negotiations without establishing yourself as the preferred vendor is risky. It often leads to over-discounting because the focus shifts to price point instead of the value your product or service offers.

This scenario makes it difficult to achieve a win-win outcome as the buyer lacks a clear understanding of the business value you bring.

Honing your sales negotiation skills helps you overcome this challenge and become a more effective problem-solver.

5. Leverage team collaboration

Problem-solving is rarely a solo endeavor. Sales leaders and sales managers should encourage collaboration inside the sales team specifically for developing new problem-solving techniques.

Sales team members can initiate brainstorming sessions with the marketing strategy department or even social media team to uncover innovative solutions.

That way, you share insights and strategies that not only enhance the sales process but also foster a culture of continuous improvement and learning within your team.

6. Include creativity in your sales process

Including creativity in your sales process is about strategically applying creative thinking and unconventional approaches to enhance your creative problem-solving process and ultimately, create a better sales strategy.

Here's how creativity empowers your sales reps to solve problems and close deals:

Capture Attention : Move beyond conventional outreach tactics. Remember how Gong secured a meeting through a personalized video pitch from the Old Spice Guy? This unexpected approach cuts through the noise and increases engagement.
Simplify Complexities: Transform static case studies into engaging animated customer success stories. Adding visual elements and a touch of whimsy simplifies complex solutions, creating emotional resonance and fostering understanding.
Connect on an Emotional Level : People remember stories 12 times better than facts. By weaving compelling narratives into your presentations, you create a memorable customer experience, fostering trust and leaving a lasting impression beyond statistics.

By embracing creativity, you become more than just a salesperson; you transform into a strategic problem solver equipped to diagnose specific challenges and overcome them effectively.

7. Analyze sales data to generate insights

Much of sales success relies on your ability to transform information into valuable insights. That’s why being able to analyze sales performance data and metrics to make informed decisions is a vital sales skill .

Sales data, often housed in Customer Relationship Management (CRM) systems, acts as a goldmine of insights waiting to be discovered.

By analyzing metrics like win/loss ratios, conversion rates, and sales cycle length, you can uncover hidden patterns and trends that might be the root cause of various sales challenges.

Is your lead generation strategy falling short? Data analysis can reveal specific challenges , areas to optimize for improvement, such as ineffective marketing campaigns or a mismatch between your ideal customer profile and your targeted outreach efforts.

Enhance your problem solving skills with expert-led sales training programs

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7 problem-solving strategies to overcome project hurdles

Unexpected problems are unavoidable in business. Whether it’s a workplace conflict between two coworkers or a sudden change in industry regulations, problem-solving strategies and skills are crucial if you want to be successful.

Each industry and individual career has its own set of unique challenges that require different approaches. The trick is to have a fully loaded problem-solving toolkit ready to go when problems arise.

In this article, we’ll break down the problem-solving process and then dive into seven of the most powerful problem-solving strategies.

What are problem-solving strategies?

Problem-solving strategies help you break down, analyze and resolve problems. They take you beyond obvious answers and help you find the best solution to your specific problem.

Whether your problem is a business challenge, personal conflict or technical work issue, problem-solving strategies help replace random guesswork with detailed blueprints.

In sales and marketing, problem-solving strategies are used as guidelines to figure out the best way to resolve industry challenges. These strategies can be put in place ahead of time so that when fires arise, you have the tools required to put them out.

Different problem-solving strategies are designed for different types of problems. While one problem requires a strategy that uses creative thought and experimentation, another problem might require a heavily analytical approach.

Before we dive into specific strategies, let’s take a look at the foundations of good problem-solving.

The four essential steps to problem-solving

To solve a problem, you need to identify it, conceptualize solutions, decide on the best solution and then put the solution into action.

While all problem-solving strategies approach these steps differently, each step is integral to the process, so let’s take a look at the four steps in detail.

1. Identify and define the problem

To solve a problem effectively, you need to know exactly what it is. Trying to solve a vague problem is like trying to fill a bucket with a hole in it. Any solutions you implement will be based on guesswork and probably won’t solve the problem in its entirety.

To identify your problem, remember:

Clarify with a statement. It’s far easier to solve a clear problem. Use journalistic questioning (who, what, where, when, why and how) to clarify the problem as far as possible. Then create a problem statement that defines your problem in simple terms.

Break the problem down. Problems are often complex with a lot of distracting information. The trick is to identify key parts of the problem and, if necessary, break it down into smaller problems that you can solve individually.

Visualize the problem. If the problem you’re dealing with is abstract or particularly complex, it can help to try to build a mental picture of it. For example, if your problem is with your sales software, visually map out the elements of the program and how you use it. This lets you see each step and pinpoint where issues may originate.

Example: Your team’s sales productivity is lower than it should be. You investigate and realize that your sales process is disorganized, causing opportunities to slip through the cracks. You break the problem down to look at each part of the process and find that your sales reps don’t have a standardized way of tracking customer interactions.

2. Brainstorm possible solutions

With the problem clearly defined, your next step is to generate an exhaustive list of potential solutions. The purpose of this step is to work out everything you could possibly do so that you can narrow it down later.

Here are some tips for effective brainstorming:

If you’re working with a team, have them brainstorm ideas before the meeting. Prior to the brainstorming meeting, provide background information so everyone has some ideas ready by the time you meet and you can get to a solution faster.

Include key stakeholders. Who does the problem mainly affect? This is the group of people you should include in the solution-finding process, as they will have the deepest understanding of the problem.

Include every solution and narrow them down later. Begin by getting as many ideas written down as possible. This will get the creative juices flowing and help you consider all angles to develop a more effective solution.

Example: You send out your findings about the gaps in the sales process in advance and ask each sales team member to bring a few proposed solutions to share. During the meeting, you set a ground rule that you won't discuss or critique ideas until they’re all on the table. By the end, a series of solutions are suggested, including introducing new tools to track the customer journey, automate repetitive tasks and set follow-up reminders.

3. Decide on a single solution

Now that you have a list of solutions, it’s time to decide which are likely to be the most effective. To do this, you need to evaluate each in order until you have a short list of promising solutions.

To help evaluate your solutions, consider whether:

The solution will achieve your desired outcomes without causing additional issues

The solution aligns with your organizational goals

The solution is affordable and realistic with your current resources and constraints

This step is often the most difficult and requires effective decision-making abilities in addition to problem-solving skills. Often, there will be several solutions that vary in their projected cost, effectiveness and difficulty to implement and you’ll need to take all this into account when making a decision.

Example: Based on your brainstorming session, you decide that the best solution is to invest in a customer relationship management (CRM) system. This will allow you to set up a consistent process and will easily pay for itself in increased productivity. The CRM’s reporting features will also provide greater insight into your sales team’s performance, helping you improve processes further based on what’s working.

4. Implement the solution

Finally, it’s time to put the solution in place. Depending on the complexity of the problem you’re trying to solve, this may require additional steps. For example, you might need to develop a detailed action plan for several team members and then monitor their effectiveness going forward.

To ensure that your solution remains effective:

Schedule regular feedback meetings. Regular feedback from the people closest to the problem will help you gauge whether the solution has been effective and how and when you may need to make adjustments over time.

Decide on key metrics before implementing the solution. Which metrics will tell you whether your solution is working? For example, if your problem is tech-related, you could judge whether the solution worked based on how many IT requests come in each month. Determine what you’ll need to measure upfront.

Don’t be afraid to try again. If your solution didn’t work, it’s time to go back to the drawing board. Get your short list of possible solutions out again and reevaluate them based on what you’ve learned. You might find that another solution works better now that you have more data.

Example: You invest in a CRM solution for your team. A week after onboarding your team, you meet to discuss how the software is working for your team. Based on the discussion, you discover ways to optimize your sales process further.

Seven powerful problem-solving strategies

The type of problem you’re facing will determine how you approach each step in the problem-solving process. Different problems require different creative thinking, critical thinking and brainstorming techniques to come to a solution.

To help you sort out your approach, here are seven different strategies you can use to tackle different kinds of problems:

1. The trial-and-error approach

Trial-and-error is a step-by-step problem-solving approach that’s most effective for problems with many possible solutions. As you test each solution rapidly in order, you’ll find the best fit as quickly as possible.

For this reason, trial-and-error problem-solving is incredibly useful in fields like tech support.

For example, imagine your internet connection drops out. There could be more than one possible cause for this, so quickly running through a checklist of solutions (like checking if your provider is down and restarting the router) is the most effective method.

However, when you’re dealing with large, serious issues, the trial-and-error approach is tantamount to guesswork and may introduce more problems than it fixes.

2. The 5 Whys

The 5 Whys process is a systematic problem-solving method with a simple premise: Keep asking “Why?” until you discover the root cause of an issue.

In good problem-solving, people will often try to solve a surface-level issue without investigating any deeper. The problem many surface-level problems are themselves caused by prior problems that went unchecked.

The 5 Whys process helps uncover these root causes. It also provides a framework for you to work through more complex problems. With the framework in place, it’s much easier to develop a plan to solve each part of the problem in turn.

How to use the 5 Whys:

Write down the surface-level problem.

Ask why the problem has occurred and write the answer below the original problem.

If the answer isn’t the root cause of the problem, repeat step 2 until you find the root (five times is usually all it takes, hence the name).

Here’s what this looks like in practice:

The overarching problem: You aren’t generating enough sales leads. Why #1: Your website isn’t receiving enough traffic. Why #2: Your website isn’t optimized for sales lead generation . Why #3: You don’t have any landing pages or effective calls-to-action (CTAs). Why #4: You haven’t allocated enough of your marketing budget to hire an in-house marketer or agency.

Once you find the root cause, you can easily develop a solution by working backward. In this example, you can clearly see that a potential solution to the overarching problem is to invest in a role that can drive website optimization for lead generation .

3. Problem tree analysis

Problem tree analysis is the process of mapping out the causes and effects of a problem. The causes become the roots of the tree, while the consequences become the branches. Once mapped out, the tree can be inverted to become a solution tree.

Here’s how a problem tree might look for a company struggling to move prospects past the sales demo in their sales process:

This format helps break a problem down into manageable chunks so you can prioritize key objectives. Here’s how to use problem tree analysis:

Identify and write down the problem. Write it in the center of a piece of paper in negative form (for example, “sales process stall after on-site demos”). This will be the “trunk” of the tree and is the focal issue.

Work out the causes of the problem. Write these below the problem and use arrows to connect them – these are the “roots” of the problem tree. Dig deeper to find whether each cause has further causes (you can use the 5 Whys process for this).

Write down the consequences of the problem above the cause. These are the “branches” and connect to the “trunk” in the same way that the “roots” do.

Analyze the tree to ensure it’s complete. If you’re certain that everything is covered, highlight the most serious causes and consequences, as well as the ones that are the easiest to address.

Create a solution (or objective) tree. Flip all negatives into positives. For example, the problem “sales process stall after on-site demo” would become the desired outcome “on-site demos help close deals”. Replace each cause and consequence with its positive counterpart to see how to correct the problem. Turning root causes into root solutions quickly establishes solution starting points.

Double-check your solution tree. Make sure each of your solutions is clear and realistic and there are no gaps between causes or consequences.

Implement a solution. Select your preferred solution and begin to work toward it using the solution tree as your blueprint.

4. SWOT analysis

SWOT analysis is a strategic planning and sales management technique that can also be used as an effective problem-solving strategy.

Start by identifying the problem and coming up with a list of solutions. You can then use SWOT analysis to determine which solution is most suitable for your situation:

What are its strengths? Why is this solution the best fit for the problem at hand? How does it solve the problem better than other solutions might?

What are its weaknesses? Are there any ways this solution is lacking? Can you do anything to remove or strengthen those weaknesses?

Does it open up any opportunities? Does this solution provide any further benefits or opportunities?

Does it introduce any threats? Are there any risks involved with this solution? Could it backfire in any way?

This will help you compare solutions and choose the best one.

This approach works best with complex problems that have multiple possible solutions as it helps you consider their potential impact within your organization.

5. Means-end analysis

Means-end analysis is a problem-solving strategy that involves working out what you need to do (the means) to get to a certain outcome (the end).

You start by defining both your current situation and your ideal situation. You then determine solutions to get from one to the other.

For example, say your problem is that you want to increase sales performance . Your starting point is your current sales metrics while the outcome (end) is the number of sales you want to reach.

Then, develop a list of likely obstacles that might prevent you from reaching your goal and devise solutions to overcome each.

In the above example, you might find that a competitor is offering better deals on their products. You can then devise the solution of creating a new sales promotion or focusing your messaging on a unique attribute of your product.

6. Consult an expert

While this isn’t a creative problem-solving methodology, it is effective.

When problems arise that are completely outside of your expertise, attempting to solve them yourself is often time-consuming and costly. Most organizations simply don’t have the time or resources to create detailed strategies for complex, highly specific problems.

In many industries, there are expert consultants you can hire to help you solve your issues in a fraction of the time that it would take you on your own.

You wouldn’t attempt to replace your home’s hot water system with no experience in plumbing, you’d call in an expert. Sometimes it’s best to approach complex problems with the same mentality.

7. Work from experience

Use your experience with similar or related past problems to work out a solution based on a calculated guess. Working from a framework or strategy you’ve already established (such as an algorithm or formula, often called a heuristic approach), is a mental shortcut that helps you come up with answers quickly.

For example, say a previous organization you worked for reduced customer complaints by having sales reps follow up with customers within one week of purchase. When your current company has an urgent need to improve customer feedback, you draw from your experience and propose implementing rapid follow-up. The team then compares the solution with your current problem to gauge whether it might help in this case, too.

Heuristics are a quick way to get to a solution, and though it may not be the optimal final solution, this is a helpful approach when you need a fast fix.

Supplemental strategies for optimal problem-solving

Here’s a list of general strategies that can be applied to any problem-solving technique to help you devise a better solution in less time.

Don’t reject any ideas (at first). Fully consider your options when coming up with a solution. Many solutions could work, but some will be quicker, cheaper or more effective than others. Likewise, team members may hold back potential solutions for fear of immediate rejection. Instead, list them all at first and narrow them down later.

Set a deadline. Some problems are tedious to solve so they get put on the back burner. To keep easily fixed issues from remaining on hold indefinitely, set a deadline. Establishing a stopping point will increase the chances that you’ll find a solution within the time frame.

Introduce a mediator. If you have a sensitive issue like a personal conflict between two employees, it can help to introduce a neutral third party. A mediator can help reduce tensions and approach the conflict from an unbiased perspective.

Drop the assumptions. Assumptions can be one of the biggest obstacles to successful problem-solving. If you’re biased toward a particular solution or have unfounded presumptions about particular constraints, you may pass over effective solutions.

Reframe the problem as an opportunity. If you approach every problem with a negative mindset, you’ll think of the solution as an unwanted burden or cost. Instead, try to think of the problem as a challenge or opportunity. When you see it as a chance to improve your results and further your business, you’ll be eager to implement solutions.

Distance yourself from the problem. Problem-solving can require intense discussions and deep critical thought. It can help to distract yourself from the issue for a while and then return with a fresh mind. Instead of dwelling on a problem, try sleeping on it. You might find that your mind is open to new ideas when you return.

Final thoughts

Problems are a constant when you’re running a business. The key to success is preparation. With the right tools and problem-solving methodologies, nothing can stop you.

Look for strategies that address your specific problems and don’t forget to celebrate when you crack a tough problem.

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13 key elements of problem-centric selling.

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Problem-centric selling is one of the most effective ways to sway a prospective buyer. It’s all about diagnosing a problem and coming to a solution with your product or service, but it has to be done correctly to be effective.

When you properly use problem-centric selling, you provide value by resolving your customer’s issues while increasing sales and boosting revenue. Below, the members of Forbes Business Development Council offer 13 key elements of problem-centric selling to help you build out your own sales strategy.

Forbes Business Development Council members share their insights.

1. Peeling Back The Onion

Do your homework by peeling back the onion. Be curious and constantly ask questions to get to know your clients and understand what their real challenges are, both spoken and unspoken. Don’t keep it at the surface level, dig deep and constructively. Ask enough questions to get to the root cause of client problems. Bring a value-add point of view to the discussion. - Maureen Sweeny , Unisys

2. Empathetic Problem Solving

A key element to problem-centric selling is an empathetic problem solver. The best solutions to a problem come from someone who appreciates both the problem and the results. Having empathy when making solutions creates passion, perseverance and results that can be mutually beneficial. Win, win and win! - Nnamdi Oputa , Dell Technologies

3. Demonstration Of Value

To stand out from competitors in a crowded market, you need to not only provide more value but also make sure that value is clearly perceived by the buyer. Problem-centric selling starts with helping the buyer understand the problem they're facing and how it's impacting their business, then you can present a tailored solution that will provide real value for the company. - Reed Carpenter , UpSlide

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4. Listening

One of my favorite sayings is "sell with your ears." When we listen, not only do we better understand the customers’ problems to better diagnose their needs, we can also sell something we weren’t initially planning on because we better understand their issue. Don’t assume you have all the information. The most basic question is "why?" This helps target your conversation around the problem. - Jessica McDowell , SYNNEX Corporation

Forbes Business Development Council is an invitation-only community for sales and biz dev executives. Do I qualify?

5. Proposed Solutions

Problem-centric selling places customer needs at the heart of sales and doesn't end at selling a product or service. It's also equally important to be mindful of how well a proposed solution fits into a customer's existing habits and routines, or if it requires substantial changes to customer behaviors, so as to minimize any barriers to adoption post-sales. - Anjali Chhabra , YouGov

6. Key Insights Into The Customer's Business

Selling for customer outcome and having knowledge and key insights into the customer’s business are critical elements of a problem-centric selling approach. Prioritizing value drivers, aligning key business insights to customer priorities and connecting them back to the strength of the solution and services offered can help in gaining the customer’s confidence. - Shyam Kumar , CloudNuro LLC

7. An Understanding Of The Prospect's Perspective

Listening to understand is a very critical element that must be considered. The ability to listen and see things from the customer's perspective creates an opportunity to come up with a totally fit-for-purpose solution that speaks right into the customer's need to be met. - Onyinye Ikenna-Emeka , MTN NIGERIA COMM PLC

8. Authentic Emotions

People buy on emotions and rationalize with logic. The bigger the pain you solve, the more likely they will want to invest in what you're offering. Empathize with the buyer to understand how the problem impacts their life or business. Be curious, ask questions and listen to get information on why their problem hasn't been solved so that you can offer solutions in an authentic and impactful way. - Ilana Golan , Golan Ventures

9. Reframing Of Problems

Often we’re unable to solve problems because we continue to attack them from different angles, using the same lens. I suggest we change the lens. Perhaps what we see as a problem may not be the problem at all. Maybe it’s an outcome, maybe it’s a symptom. This is especially true for industries undergoing a tectonic disruption. - Wajid Mirza , Arthur Lawrence

10. Appreciation For The Customer's Challenges

It starts with truly understanding the customer's challenges: what are they solving for and what are the gaps from where they are at today (ie. their current state), and where do they want to go (ie. their ideal future state). Too often sellers are solving for the symptoms and not the root cause. - Quyen Pham , Swoon

11. Helping The Buyer Understand Their Problem

One key element of problem-centric selling is understanding your customer's problem and the impact that problem has on their organization. Then working with your customer to guide them through the solution that can solve that problem. - Matt Coyle , Commercial Restoration Company

12. Patience

Patience is one key element in problem-centric selling. First, spend a lot of time understanding the needs of the customer followed by brainstorming and solution building before presenting to the customer. Then, the longest cycle of convincing the customer of this being the right solution at the right price and to be delivered at right time. This really is an iterative process and requires patience. - Rahul Sarkar , Tech Mahindra

13. Value Discussions

The essence of problem-centric selling is solving a core need for a prospect. Positioning that solution as delivering very specific value is the most powerful way to do this. By engaging the customer in defining what that value needs to look like to be most effective and quantifying the potential impact, sales professionals can make problem-centric selling more specific and results-oriented. - Jim Berryhill , DecisionLink

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7 Problem Solving Skills Marketing Managers Need & How to Improve Them

Updated: November 19, 2021

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Think back to a time you had to solve a problem but didn't have all of the right information. What did you do? Situations like this pop up all the time at work and put your problem solving skills to the test.

marketing managers collaborate to use problem solving skills

As a marketing manager, one may think your job doesn't revolve around problem solving. But it's an essential part of putting out fires at work — and making sure there's a process in place to prevent issues from happening again.

Whether you're making decisions that affect an entire team or simply creating solutions for yourself, strong problem solving skills can help you grow as a person and a professional.

In this post, we'll cover what it means to come up with creative solutions and how to hone the skills to approach problems like a pro.

What are problem solving skills?

Problem solving skills allow you to notice an issue, identify the root cause, design an effective solution, and successfully implement it. This includes the skills to evaluate whether or not your plan achieved the results you wanted.

The best problem solvers can anticipate problems before they arise and take action to prevent them or lessen the impact. They use logic to define what needs to change and creativity to propose innovative solutions.

Having strong problem solving skills can help you impress your manager, contribute unique ideas, and achieve your goals. It also means you can work through the core steps of solving a problem:

Identify and define the problem.
Come up with possible solutions.
Evaluate the options.
Choose the best solution.
Implement the solution.
Evaluate the outcome.

While there are many types of problem solving skills, many are considered soft skills that you develop over time. Think communication skills, people skills, social skills, and personality traits. For example, a marketing manager needs to be able to solve a conflict between team members or devise a plan to keep their campaigns going if the company marketing budget is cut.

While problem solving skills can require you to use your technical ability, you have to establish a number of specific soft skills to identify issues and implement solutions.

Problem Solving Skills Examples

No matter your career path, being an effective problem solver is beneficial for personal and career growth. Here's a look at the skills you may use when solving a problem:

Communication
Organization

Problem Solving Skills Marketing Managers Need

A marketing manager who notices issues and makes decisions to solve them is a valuable addition to any company. This type of person gets things done and motivates others to do the same.

The further you grow in your career, the more problem solving skills you need to have in your toolkit. The higher up you get in an organization, decisions become riskier, solutions are often more vague, and the potential impact can be monumental to the company.

Let's look at the top problem solving skills you need to be a successful marketing manager.

1. Analytical Skills

Solving any problem starts with analyzing the issue — you have to go beyond the symptoms of the problem to find the root cause.

Maybe your team is routinely going over budget on social campaign spend. Instead of micro-managing every detail, analytical skills help you dig into the problem to see what may be going wrong. You find that your social media coordinators can set up campaigns correctly, but they lack the basic budgeting skills to keep spending on track. So you devise a training program to teach them about profit, loss, and financial forecasting.

Being analytical can include a number of essential problem solving skills for marketers:

Attention to detail
Data collection
Forecasting
Fact-checking
Historical analysis

2. Creativity

Once you discover the true problem, you can come up with the ideal solution. This is where you put your creative problem solving skills to the test. And for those who question whether creativity plays into solving problems, creativity is one of Indeed's top 20 in-demand skills for 2021 across all industries and fields.

Sometimes the solution to a problem is not always straight-forward, and can require creative thinking and other points of view to be resolved.

Creativity comes in many styles. Engineers can create innovative code, and writers can come up with new blog styles. For marketing managers, creativity plays out in a number of problem solving skills:

Brainstorming
Project design
Project planning
Editing the aesthetics of marketing materials
Creating new promotional methods for products
Planning and executing events

3. Judgment

With dozens of solutions before you, how do you choose the best one? Through exercising sound judgment. Developing good judgment lets you consider the nature of a problem, possible setbacks, costs and resources, decision makers, and how to implement a solution. You can compare between options and select the solution that's right for each unique situation.

As a marketing manager, you can showcase your judgment skills through:

Critical thinking
Decision-making
Corroboration
Test development
Authenticity

4. Communication

Communication skills are the foundation of problem solving and one of the top leadership skills . As a manager, you need to be able to articulate your opinions, brainstorm with a colleague, and give feedback to a direct report. Being a good communicator also helps you relay your decision on a solution and align everyone to tackle it together.

Without specific problem solving communication skills, issues can't be resolved quickly and efficiently. That's why to be an effective leader and expert problem solver, it's important to make sure you have the following communication skills:

Active listening
Negotiation
Clarity of expression
Public speaking
Reading body language
Verbal communication
Written communication
Building rapport

5. Organization

Once you've chosen a solution to a problem and communicated it to your team, you still have to create a process to carry out your plan. Organization skills help you implement the steps everyone needs to take, which can improve alignment and efficiency.

Setting up a strategy for your solution uses a number of problem solving skills including:

Prioritization
Project management
Time management
Meeting facilitation
Recording and filing information
Creating strategic schedules

6. Teamwork

No marketing manager is an island. Teamwork is essential for working with others and contributing to a company's mission. It's necessary for exchanging ideas, delegating tasks, and working toward a solution.

Even if your role is largely independent work, you still need teamwork to collaborate with colleagues in different departments and keep your goals on track. But as a marketer, your role usually involves interacting with multiple people (if not dozens) per day. So you need to develop the skills that will make everyone want you on their team.

Collaboration
Giving and receiving feedback
Goal setting
Dependability
Resource allocation
Prioritizing tasks
Setting expectations
Assessing employee strengths and weaknesses
Performance evaluation
Identifying outcomes

7. Evaluation

When problem solving, evaluation skills let you assess if a solution is working and help you make the necessary adjustments. These are similar to analytical skills, but often require more patience and flexibility in case your strategy didn't go as planned. It's important to know whether or not your plan is working as quickly as possible so you can pivot and try another solution.

Data analysis
Adaptability
Creating and evaluating surveys
Customer feedback
Follow-through
Troubleshooting
Identifying patterns
Open mindedness

How to Improve Problem Solving Skills

Developing your problem solving skills isn't as straightforward as mastering Excel. But marketing managers can take several steps to improve their skills and advance their careers.

Question your decisions.

Relying on your gut instinct isn't the path to expert problem solving skills. Instead, try taking time to consciously question why you make decisions and what the outcomes may be if you choose one option over another. You can ask yourself:

How important is this decision?
How will this impact me a year from now?
What’s the worst thing that could happen?
What effect will this decision have on my team and the company?
What can I do if I make the wrong decision here?

Look for opportunities to solve more problems.

Many experiences in your personal and professional life help you hone your problem solving skills, often without you even realizing it. You can gain or improve your skills by doing any of the following:

Figuring out a technical problem with your phone or computer.
Taking up a DIY project you've never tried before.
Resolving a customer or employee complaint.
Organizing a team bonding activity, overcoming obstacles along the way.
Acting as a mentor for direct reports and helping them tackle their problems.
Re-budgeting your finances to fund an out-of-the-blue trip.
Finding out why there's been a dip in activity on your company's social media channels.

Find models and games to improve your problem solving skills.

A combination of proven models and fun mental games can help you develop problem solving skills. Some can hone your decision-making abilities, while others let you determine the cost of the possible solutions. Depending on which set of skills you want to improve, look to options like:

5 Whys (root cause analysis)
Fishbone diagram (cause and effect analysis)
Brainwriting (brainstorming technique)
Starbursting (exploratory brainstorming)
Hurson's Productive Thinking model (creative problem solving)
Lego Master (decision-making and communication)
Escape Room (group communication and collaboration)
Line-Up (non-verbal communication)
Hackathons (brainstorming and creativity)

Demonstrating Problem Solving Skills

Knowing how to solve problems at work is not only crucial for contributing to company goals — it's also a must-have for moving to management positions. That's why it's important to highlight the skills you already have. This includes adding problem solving skills to your resume and showcasing your abilities during job interviews.

Whether you're looking for a marketing manager role or wondering what to say next time an opportunity to advance at your current company opens up, start with the STAR method . It's designed to help you think through your experiences so you can articulate your specific problem solving skills. Make sure to give an overview of a challenge you had to overcome, how you approached it, what solution you found, and what outcome you achieved.

Honing your problem solving skills makes you more valuable as a manager and team member. So putting in time to develop the skills most relevant to your current (and future!) roles can make it easier to climb the ladder and come up with efficient, effective solutions.

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Why the talent of problem solving is essential for sales performance.

by Tirzah Thornburg , on July 12, 2021

You have a salesperson who has a great, positive attitude. The clients love them and they do a great job at getting that first appointment and building a relationship with clients.

BUT they tend to use the same few solutions over and over.

And when clients or coworkers come to this person with an issue, it ruins their day — it gets them completely off track, and they just can’t seem to find the way back. What’s the problem?!

Is the individual's positivity not as high as it should be? Is discipline the issue? Actually, what you're witnessing may be their lack of ability to problem solve.

Problem Solver is the Basis for Sales

At the heart of every sale is the ability to solve the client’s problem.

Business owners need help getting their product or message to potential buyers, so they turn to advertising professionals for assistance. Sellers who are strong in the talent of Problem Solver have the innate ability to anticipate problems and find a way around them. They can brainstorm, think creatively, and come up with solutions.

These sellers take a big picture view of the sales process . They look long-range, see problems that might arise, and figure out ways around them before becoming an issue. It's also a strong indicator of success in sales. Salespeople with a strong Problem Solver trait are able to find creative ways to fix their clients' issues.

The Problem Solver Talent Struggle

On the other hand, a weakness in the Problem Solver talent can get in salespeople's way on a regular basis.

Since they struggle to find creative solutions to their clients' issues, they may rely on “tried and true” solutions that may or may not fit the clients' problem, or they may try to avoid the issue entirely.

Their default may be to run to their manager or coworkers with an issue and “leave it with them” instead of trying to solve problems themselves, so their coworkers may avoid them. And because they know that they're weak in Problem Solving, they may get frustrated or irritated when problems arise. Problems can distract them or put them in a bad mood. Even the smallest problems can literally ruin their day.

The Work-Arounds

While you can’t train someone to have strength in any talent, you can find ways to work around a weakness. So, if your seller defaults to the same few solutions for each client, or struggles to deal with unexpected problems, here are a few ways to help.

1. Supply them with a few creative suggestions at each one-on-one meeting and encourage them to brainstorm how to personalize these suggestions and make the suggestion their own.

2. Create a Problem-Solving checklist. List out the steps a seller should take when confronted with an unfamiliar problem. When your seller comes to you for help, ask them if they have checked off each step on their list.

3. Encourage your seller to create an ongoing mini client Needs Analysis that will help them stay up to date with changes in their client’s business. If they're alert to changes, they are less likely to be blindsided and struggling to think of a solution on the spot.

4. Work with your seller to create a research checklist. What consistent information do they need to be well informed and ready to help their clients?

If necessary, designate someone with strong Problem-Solving abilities to work with them. If they know who to go to for help, this will save time.

Great talent requires great coaching! Make sure reference our e-book (free e-book?) “Coaching Sales Talent” to get the most out of your sellers intense talents and Turn Talent into Performance.

*Editor's Note: This blog was originally written in 2017 and has since been updated.

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20 Essential Sales Skills for a Successful Career

Discover the top 20 Sales Skills you need to succeed in your career in our blog. Gain valuable insights and tips to dominate the Sales world. Learn how to master communication, social selling, relationship-building, active listening, product knowledge, negotiation, time management, persuasion, problem-solving, and resilience.

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According to Glassdoor , a Sales Manager earns about £56,000 annually in the UK. It could go higher based on the individual's experience and skill set. Do you want to know how these skills help in building a successful career? Read this blog to learn about how acquiring Sales Skills is one of the best ways to build a strong connection, maximise productivity, meet deadlines, and prioritise tasks effectively. Read more!

Table of contents

1) Essential Sales Skills for success

a) Effective communication skills

b) Social selling

c) Relationship-building

d) Active listening

e) Product knowledge

f) Negotiation skills

g) Time management

h) Persuasion and influencing skills

i) Problem-solving skills

j) Resilience

2) How to improve Sales Skills?

3) Conclusion

Essential Sales Skills for success

Having the right Sales Skills is crucial for every Sales professional. From captivating prospects to closing deals with finesse, these skills are the foundation of a successful Sales career. So, prepare to take your Sales journey to new heights with these must-have Sales Skills. Let's have a look at some of them:

1) Effective communication skills

Effective communication skills are essential for Sales professionals to convey their message clearly and build rapport with customers. Here are some key aspects of effective communication in Sales:

a) Clear and concise expression : Use simple language to effectively convey ideas and product information effectively.

b) Active listening : Give full attention, ask relevant questions, and show empathy to understand customer needs.

c) Non-verbal communication : Maintain open body language, eye contact, and positive gestures.

d) Adaptability in communication style : Adjust tone, pace, and level of detail to match customer preferences.

e) Building rapport and trust : Actively engage, show genuine interest, and establish a connection based on understanding.

2) Social selling

Sales Skills: Key aspects of social selling

a) Online presence and personal branding : Establish a strong online presence through professional profiles and consistent branding that showcases expertise and credibility.

b) Targeted prospecting : Utilise social media platforms to identify and connect with potential leads who align with the target audience.

c) Relationship building : Engage with prospects by providing valuable content, participating in relevant conversations, and offering personalised interactions.

d) Content creation and sharing : Develop compelling content that educates, entertains, or inspires the target audience, positioning oneself as a trusted industry resource.

e) Relationship nurturing : Continuously engage with prospects through social media interactions, offering insights, addressing inquiries, and providing personalised recommendations.

f) Social proof and testimonials : Leverage social proof by sharing customer testimonials and success stories to establish credibility and build trust.

g) Collaboration and networking : Collaborate with industry influencers, participate in relevant groups or communities, and network with peers to expand reach and visibility.

h) Analysing and measuring : Track and analyse social selling efforts, measuring key metrics like engagement, conversion rates, and revenue generated.

i) Continuous learning and adaptation : Stay updated with social media trends, tools, and best practices, adapting strategies to maximise effectiveness.

By embracing social selling strategies, sales professionals can effectively leverage social media platforms to engage with prospects. They can also build relationships and drive sales conversions.

3) Relationship-building

Building strong and meaningful relationships is one of the fundamental Sales Skills for professionals to establish trust, loyalty, and long-term partnerships with customers. Here are key aspects of relationship-building in the Sales context:

a) Effective communication : Communicate clearly and transparently. This ensures that messages are tailored to the customer's preferences and delivered on time.

b) Building rapport : Develop rapport by finding common ground, showing genuine interest, and engaging in meaningful conversations beyond the transactional aspect.

c) Trust and credibility : Consistently deliver on promises, provide accurate information and maintain the highest ethical standards. This helps build trust and credibility.

d) Personalisation : Customise interactions and solutions based on the customer's needs and preferences, making them feel valued and understood.

e) Proactive support : Anticipate customer needs and proactively offer assistance, providing solutions and support throughout their journey.

f) Relationship maintenance : Nurture relationships even after the sale by staying in touch, providing value-added resources, and seeking opportunities for continued engagement.

g) Customer advocacy : Act as a trusted advisor and advocate for customers, offering guidance, insights, and recommendations that align with their best interests.

h) Feedback and improvement : Regularly seek customer feedback, using their input to enhance products, services, and the overall customer experience.

Sales professionals who prioritise relationship-building as one of their Sales Skills can cultivate loyal customers, generate repeat business, and foster positive word-of-mouth referrals.

Learn how to cultivate lasting customer connections to drive exponential growth - join our Relationship Sales Masterclass .

4) Active listening

Sales Skills: Key aspects of active listening

a) Full attention : Give undivided attention to the customer, maintain eye contact, and avoid distractions to show genuine interest.

b) Patience and silence : Allow the customer to express themselves fully without interrupting, allowing for a free flow of thoughts and ideas.

c) Empathy and understanding : Put yourself in the customer's shoes, seeking to understand their perspective, emotions, and challenges.

d) Clarification and paraphrasing : Summarise and repeat key points to ensure accurate understanding and show that you are actively listening.

e) Non-verbal cues : Pay keen attention to the customer's expressions like facial expressions, tone of voice and body language. This helps them grasp their emotions and sentiments.

f) Asking relevant questions : Pose thoughtful, open-ended questions to encourage the customer to share more details and provide deeper insights.

g) Avoiding prejudices : Refrain from making assumptions or jumping to conclusions. Allow the customer to fully express their thoughts and concerns.

h) Reflective responses : Respond with empathy and understanding, acknowledging the customer's feelings and validating their experiences.

i) Taking notes : Capture important details and customer preferences to demonstrate attentiveness and facilitate follow-up actions.

j) Follow-up and action : Based on what you have heard, take appropriate actions and provide tailored solutions to address the customer's needs.

By practising active listening, Sales professionals can establish trust, foster deeper connections, and better understand customer requirements. This enhances the overall sales experience, improving customer satisfaction and long-term success.

Active listening is important for all Sales Skills. It helps Sales professionals talk well with their customers and gives them what they need. When Sales professionals listen well, they can find out what problems their customers have, how to solve them, and how to make them happy. Active listening also helps Sales professionals get better at their jobs and grow their careers.

5) Product knowledge

Comprehensive product knowledge is essential for Sales professionals to effectively convey the value, features, and advantages of their products or services. Here are key aspects of product knowledge in the Sales context:

a) Understanding product details : Familiarise yourself with the product's specifications, functionalities, and unique selling points of the product or service.

b) Benefits and value proposition : Identify and articulate how the product solves customer problems, meets their needs, and delivers value.

c) Competitive differentiation : Differentiate your product from competitors by highlighting its advantages, superior features, or pricing.

d) Target audience alignment : Understand the target audience and tailor your product knowledge to resonate with their specific requirements.

e) Application and usage scenarios : Be well-versed in various applications and use cases of the product, providing insights into its versatility.

f) Addressing customer concerns : Anticipate and address common objections or concerns that customers may have about the product.

g) Ongoing learning : Continuously update your knowledge by staying informed about product updates, enhancements, and industry trends.

h) Technical expertise : Develop a deep understanding of the technical aspects of the product, enabling you to answer complex customer queries.

i) Demonstrations and samples : Utilise product demonstrations, samples, or trials to showcase the product's features and benefits effectively.

j) Communicating with clarity : Articulate product information clearly and concisely, avoiding jargon and technical language.

Sales professionals with in-depth product knowledge can instil confidence in customers, provide accurate information, and address their specific needs.

6) Negotiation skills

a) Preparation : Thoroughly research and gather information about the customer, their needs, and the market to prepare for the negotiation process.

b) Effective communication : Clearly articulate the value proposition, benefits, and Unique Selling Points (USP) of the product or service. This influences the customer's perception.

c) Problem-solving mindset : A Approach negotiations as collaborative problem-solving exercises to find win-win solutions that address both parties' needs.

d) Flexibility and adaptability : Remain open to alternative solutions and be willing to adjust and adapt during the negotiation process.

e) Assertiveness : Advocate for the company's interests while respecting and considering the customer's perspective.

f) Value-based bargaining : Focus on the value and benefits delivered by the product or service rather than solely on price.

g) Creative problem-solving : Explore creative options and alternative solutions to overcome impasses and find mutually beneficial agreements.

h) Win-win mindset : Strive to achieve outcomes that benefit both the customer and the company, fostering long-term partnerships.

Sales professionals with strong negotiation skills can effectively navigate complex Sales scenarios, address objections, and close deals.

Master the art of persuasive negotiation by signing up for our Sales Negotiation Skills Training !

7) Time management

Acquiring t ime management skills is one of the crucial Sales Skills to maximise productivity, meet deadlines, and prioritise tasks effectively. Here are some of the key aspects of time management:

a) Prioritisation : Identify and prioritise high-value activities that align with sales goals and yield the greatest results.

b) Planning and scheduling : Create a well-structured plan, allocate time for different tasks, and schedule activities to ensure efficient use of time.

c) Setting goals and deadlines : Set clear, specific goals and establish realistic deadlines to stay focused and motivated.

d) Avoid multitasking : Instead of juggling multiple tasks, focus on one task at a time. Avoiding multitasking helps maintain concentration and productivity.

e) Delegation : Delegate tasks that others can handle, freeing up time to focus on critical sales activities.

f) Time blocking : Allocate dedicated blocks of time for specific activities, such as prospecting, customer follow-ups, and administrative tasks.

g) Minimising distractions : Identify and eliminate or minimise distractions, such as excessive email checking or unnecessary meetings.

h) Efficient communication : Streamline communication processes and leverage tools to minimise time spent on non-essential conversations or information gathering.

i) Breaks and rejuvenation : Take regular breaks to recharge and maintain mental clarity, enhancing overall productivity.

j) Continuous evaluation and adjustment : Regularly assess Time Management Strategies and identify areas for improvement. Also, make necessary adjustments to optimise efficiency.

Sales professionals who excel in time management can effectively allocate their time, focus on high-value activities, and achieve their sales targets.

8) Persuasion and influencing skills

Persuasion and influencing skills are vital to effectively communicate value propositions, build trust, and convince customers to make purchasing decisions. Here are key aspects of persuasion and influencing skills:

a) Effective communication : Master the art of conveying ideas persuasively, using compelling language and influential techniques.

b) Understanding customer needs : Gain a deep understanding of customer pain points, desires, and motivations. This helps tailor persuasive messages that resonate with their specific needs.

c) Building rapport : Establish a connection with customers by building trust and demonstrating empathy. Also, show genuine interest in their concerns and aspirations.

d) Presentation skills : Deliver persuasive presentations highlighting the unique selling points, features, and benefits of the product or service. This assists in capturing the attention and interest of the audience.

e) Emotional appeal : Appeal to customers' emotions by highlighting how the product can improve their lives, solve their problems, or fulfil their desires.

f) Social proof : Utilise testimonials, case studies, and success stories to provide evidence of the product's value and effectiveness. Providing proof enhances credibility and influences customer decisions.

g) Overcoming objections : Address customer concerns and objections proactively. Offer persuasive counterarguments and reassurances to alleviate doubts and build confidence.

h) Negotiation skills : Employ effective Negotiation Techniques to find win-win solutions that satisfy both the customer's needs and the company's objectives.

Sales professionals with strong persuasion and influencing Sales Skills can sway customer decisions, drive sales, and foster long-term customer relationships.

9) Problem-solving skills

Mastering problem-solving skills is essential to overcoming challenges, addressing customer needs, and achieving Sales success. Here are key aspects of problem-solving skills in the Sales context:

a) Analytical thinking : Apply critical thinking and analytical skills to understand customer pain points, identify underlying issues, and develop effective solutions.

b) Creative thinking : Think outside the box and generate innovative ideas to offer unique solutions that meet customer requirements.

c) Data-driven approach : Utilise data and analytics to gain insights and make informed decisions. Also, tailor your Sales Strategy to specific customer needs.

d) Collaborative problem-solving : Engage in collaborative discussions and seek input from team members or subject matter experts to find comprehensive solutions.

e) Prioritisation and time management : Assess the urgency and importance of different problems. Also, effectively manage time and resources to address them efficiently.

f) Adaptability : Adjust strategies and approaches when faced with unexpected challenges or changing circumstances to find viable solutions.

g) Continuous improvement : Continuously evaluate and refine sales processes based on feedback, lessons learned, and emerging industry trends.

Sales professionals with strong problem-solving skills can identify customer pain points, offer effective solutions, and build trust and loyalty.

10) Adaptability

Being adaptable is critical to thrive in a dynamic and ever-changing business landscape. Here are key aspects of adaptability in the sales context:

a) Openness to change : Embrace change as an opportunity for growth and improvement rather than resisting or fearing it.

b) Agility : Respond quickly and effectively to shifting customer needs, market trends, and competitive dynamics.

c) Versatility : Demonstrate versatility by adapting sales approaches, communication styles, and strategies to different situations and customers.

d) Continuous learning : Stay updated with industry knowledge, market trends, and the latest technologies to stay ahead of the curve.

e) Problem-solving : Effectively analyse challenges and find creative solutions, being resourceful and adaptable in finding ways to meet customer demands.

f) Collaboration : Work collaboratively with colleagues, departments, and stakeholders to adapt to changing circumstances and achieve shared goals.

g) Customer-centricity : Adapt sales processes and approaches based on customer feedback and preferences to provide personalised experiences.

h) Resilience : Bounce back from setbacks, setbacks, and rejections, maintaining a positive mindset and persevering towards sales objectives.

Sales professionals who possess adaptability can thrive in a rapidly evolving sales environment and drive success in their sales endeavours. They can effectively navigate challenges by embracing change, continuously learning, being versatile, and maintaining customer-centricity.

11) Resilience

Resilience is crucial for sales professionals to navigate the challenges and setbacks inherent in the sales process. Here are key aspects of resilience in the sales context:

a) Positive mindset : Maintain a positive outlook, focusing on possibilities and solutions rather than dwelling on obstacles or failures.

b) Adaptability : Embrace change and quickly adjust strategies and approaches to meet evolving customer needs and market dynamics.

c) Persistence : Persevere in the face of rejection, setbacks, or obstacles, staying committed to achieving sales goals.

d) Emotional regulation : Manage and control emotions effectively. Remain composed and professional even in high-pressure situations.

e) Learning from failures : View failures as learning opportunities, analyse mistakes to gain insights and improve future performance.

f) Flexibility : Be open to feedback, input, and new ideas. Show willingness to adapt and explore alternative approaches.

g) Resilient mindset : Develop mental toughness and resilience to bounce back from disappointments and setbacks.

h) Self-care : Prioritise self-care practices such as exercise, Stress Management , and work-life balance to maintain well-being.

Sales professionals with resilience can persevere through challenges, maintain motivation, and continue striving for success. By cultivating a resilient mindset, they can effectively navigate the ups and downs of the sales journey. They can also learn from setbacks and ultimately achieve their goals.

12) Goal-oriented mindset

A goal-oriented mindset is a key characteristic of successful sales professionals. Here are key aspects of a goal-oriented mindset:

a) Clear and specific goals : Set measurable and time-bound objectives to provide focus and direction.

b) Action plan : Break down your goals into actionable steps and create a structured implementation plan.

c) Focus and determination : Maintain unwavering concentration and drive towards achieving set goals.

d) Progress monitoring : Regularly track performance and make necessary adjustments to stay on track.

e) Continuous improvement : Embrace a growth mindset and actively seek personal and professional development opportunities.

f) Celebrate achievements : Recognise and celebrate milestones along the journey to reinforce motivation.

g) Accountability : Take ownership of actions and outcomes, holding oneself responsible for results.

Sales professionals with a goal-oriented mindset establish clear objectives and develop action plans. Moreover, it helps them stay focused and determined, monitor progress, seek continuous improvement, celebrate milestones, and take accountability. By cultivating a goal-oriented mindset, sales professionals can drive their success and achieve outstanding results.

13) Customer-centric approach

key aspects of customer-centric approach

a) Deep understanding of customer needs : Gain insights into customer preferences, pain points, and desires to tailor solutions accordingly.

b) Personalisation : Customise interactions and offerings based on individual customer profiles and preferences.

c) Empathy and relationship building : Demonstrate genuine care and build rapport with customers to foster long-term relationships.

d) Solution-oriented mindset : Focus on providing value and solving customer problems rather than simply making a sale.

e) Timely and effective communication : Respond promptly to inquiries, provide accurate information, and maintain open lines of communication.

f) Continuous feedback and improvement : Seek customer feedback to identify areas for improvement and enhance the overall customer experience.

By adopting a customer-centric approach, sales professionals can cultivate loyalty, drive customer satisfaction, and achieve long-term success.

14) Continuous learning

One of the crucial Sales Skills also includes continuous learning. Here are key aspects of embracing a continuous learning mindset:

a) Curiosity and openness : Approach new information and experiences with a curious and open mindset. Stay receptive to learning opportunities.

b) Industry knowledge : Stay updated on industry trends, market changes, and emerging technologies to maintain a competitive edge.

c) Product and service expertise : Continuously deepen knowledge about the products and services being offered to effectively address customer needs.

d) Skill enhancement : Identify areas for skill development and actively seek growth opportunities, such as attending workshops or online courses.

e) Peer collaboration : Engage in knowledge sharing and collaborative discussions with colleagues to exchange insights and best practices.

f) Learning from customers : Value customer feedback and interactions as opportunities to learn and improve sales approaches.

g) Self-reflection : Regularly evaluate personal strengths and weaknesses, seeking self-improvement and growth.

h) Professional development resources : Utilise resources like books, podcasts, webinars, and industry events to expand knowledge and gain new perspectives.

By continuously learning along the journey, Sales professionals can stay relevant and adaptable in a dynamic business environment. It can also help them enhance their Sales Skills, deliver exceptional customer value, and drive long-term success.

15) Emotional Intelligence (EI)

Emotional Intelligence is crucial for effectively navigating interactions and building strong customer relationships. Here are key aspects of Emotional Intelligence in the sales context:

a) Self-awareness : Recognise and understand your emotions, strengths, and limitations to manage them effectively.

b) Empathy : Demonstrate genuine empathy towards customers by understanding their perspectives, emotions, and needs.

c) Social awareness : Pay attention to social cues, non-verbal communication, and the emotional states of others during interactions.

d) Relationship management : Build and maintain positive relationships by adapting communication styles and resolving conflicts effectively.

e) Self-regulation : Control and manage emotions in challenging situations to respond calmly and professionally.

f) Resilience : Handle rejection and setbacks with resilience, maintaining a positive attitude and bouncing back from setbacks.

g) Conflict resolution : Effectively navigates conflicts by finding mutually beneficial solutions and fostering open communication.

h) Adaptability : Embrace change and adapt strategies to meet the evolving needs and preferences of customers.

By cultivating EI, sales professionals can understand customer emotions, adapt their approach, and effectively manage relationships effectively. As a result, they can achieve success in their sales endeavours.

16) Networking skills

Sales Skills: How to improve Networking skills

a) Building rapport : Develop the ability to quickly build rapport with individuals, making genuine connections based on trust and common interests.

b) Communication : Cultivate strong verbal and non-verbal communication skills to effectively convey ideas, engage in meaningful conversations, and articulate value propositions.

c) Relationship cultivation : Nurture relationships by maintaining regular contact, providing support, and finding ways to add value to the network.

d) Networking events : Attend industry conferences, seminars, and networking events to meet new contacts and exchange insights with professionals in the field.

e) Online networking : Utilise social media platforms and professional networking websites to connect with industry peers, share knowledge, and engage in online communities.

f) Referral partnerships : Build mutually beneficial relationships with complementary businesses or professionals who can refer potential clients or collaborate on projects.

g) Follow-up and gratitude : Show appreciation by following up with contacts after meetings and sending personalised thank-you notes. Also, express gratitude for their time and support.

Sales professionals with strong networking skills can establish a robust professional network, tap into valuable resources, and generate new business opportunities. By investing in building relationships and actively listening, sales professionals can enhance their visibility, credibility, and success in the sales industry.

Unlock the power of genuine connections and elevate your sales with our Building Rapport With Customers Training.

17) Closing techniques

Closing techniques are essential Sales Skills to guide prospects effectively towards making a purchasing decision. Here are key closing techniques that can contribute to successful Sales outcomes:

a) Assumptive close : Assume the sale using language that implies the prospect has already decided to purchase.

b) Alternative close : Present the prospect with two or more options, allowing them to choose between different packages, features, or payment plans.

c) Urgency close : Create a sense of urgency by highlighting limited-time offers, exclusive discounts, or upcoming price increases.

d) Trial close : Seek feedback from the prospect throughout the sales process to gauge their interest and address any concerns in real time.

e) Summary close : Summarise the key benefits and features of the product or service. This helps reinforce the value proposition and demonstrate how it meets the prospect's needs.

f) Fear Of Missing Out (FOMO) close : Highlight the potential loss or missed opportunities if the prospect doesn't take advantage of the offer or make a decision promptly.

g) Referral close : Share success stories or testimonials from satisfied customers to build trust and encourage the prospect to follow suit. Sales Skills

h) Direct close : Clearly and directly ask the prospect for their commitment to move forward with the purchase.

18) Business acumen

Business acumen is a Sales Skill that helps you understand and make good decisions in business situations. You need to have a deep understanding of how businesses work, including finance, marketing, operations, strategy, and other important aspects. You also need to have skills such as critical thinking, problem-solving, and analytical thinking. Here are some key aspects of business acumen that can improve your Sales performance:

a) Customer understanding: Learn about your customer’s business situation, goals, challenges, and needs. This helps you connect and communicate with them better and offers them the best solution.

b) Financial literacy: Understand the financial aspects of your product or service, such as pricing, profitability, return on investment, and value proposition. This helps you justify your offer and negotiate effectively.

c) Market awareness: Stay updated on the latest trends and best practices in your industry and target markets. This helps you identify opportunities and threats and position yourself as an expert and a leader.

d) Strategic thinking: Think ahead and plan your Sales actions based on your customers' needs, goals, and decision criteria. This helps you create a clear and compelling Sales strategy and roadmap.

e) Problem-solving: Analyse and solve problems that arise during the Sales process, such as objections, concerns, or issues. This helps you overcome challenges and move the deal forward.

f) Analytical thinking: Use data and evidence to support your claims and arguments. This helps you persuade and impress your customers with facts and figures.

g) Critical thinking: Evaluate and question the information and assumptions that you and your customer have. This helps you avoid biases and errors and make sound judgments.

h) Learning and improvement: Seek feedback and learning opportunities from your managers, peers, and customers. This helps you improve your knowledge and skills and grow your Sales career.

19) Sales demoing

Sales demoing is a Sales Skill that helps you show your product or service to your prospect. You need to provide a demonstration that is personalised, engaging, and informative. You need to show how your solution can solve your prospect’s problems, meet their needs, and help them achieve their goals.

You also need to address any objections or questions that your prospect may have and provide clear next steps to move the deal forward. Here are some key aspects of Sales demoing that can increase your chances of closing the sale:

a) Research and preparation: Do your homework and find out as much as you can about your prospect’s situation, expectations, and preferences. This helps you customise and tailor your demo to their specific needs and interests.

b) Focus and relevance: Focus on the most relevant and impactful features and benefits of your product or service for your prospect. This helps you highlight your value proposition and demonstrate how you can solve their pain points.

c) Storytelling and emotion: Use stories and examples to capture your prospect’s attention and emotion. This helps you create a connection and a memorable impression.

d) Visual aids and presentation: Use visual aids, such as slides, videos, screenshots, or live demos, to illustrate your points and enhance your presentation. This helps you make your demo clearer and more attractive.

e) Feedback and confirmation: Ask for feedback and confirmation from your prospect throughout the demo to check their understanding and interest. This helps you gauge their readiness and address any concerns in real time.

f) Summary and value proposition: Summarise the key takeaways and value proposition of your product or service at the end of the demo. This helps you reinforce your message and shows how you can meet your prospect’s needs.

g) Objection handling and questions: Handle any objections or questions that your prospect may have about your product or service. This helps you overcome any barriers and doubts and build trust and confidence.

h) Call to action and follow-up: Provide a clear call to action and follow-up steps at the end of the demo. This helps you move the deal forward and close the sale.

20) Prospecting

Prospecting is a Sales Skill that helps you find and develop new business by searching for potential customers, clients, or buyers for your product or service. You need to network with others and successfully evaluate their needs and interests to determine which individuals and companies can get the greatest benefit from your solution.

You also need to reach out to them and generate interest and curiosity in your product or service. By prospecting effectively, you can create a steady and quality pipeline of leads for your business. Here are some key aspects of prospecting that can boost your Sales results:

a) Ideal customer profile and target market: Define your ideal customer profile and target market to narrow down your focus and optimise your efforts. This helps you identify and prioritise your product or service's most qualified and profitable prospects.

b) Channels and sources: Use multiple channels and sources, such as social media, email, phone, referrals, events, and webinars, to reach out to your prospects and generate interest. This helps you diversify and expand your reach and exposure.

c) Messages and value: Craft compelling and personalised messages that highlight your value proposition and offer value to your prospects. This helps you capture their attention and curiosity and entice them to respond or meet with you.

d) Follow-up and persistence: Follow up consistently and persistently with your prospects until you get a response or a meeting. This helps you stay on top of their mind and show your interest and professionalism.

e) Nurturing and qualification: Nurture and qualify your prospects by providing relevant information, building rapport, and uncovering their pain points, challenges, goals, and decision criteria. This helps you establish trust and credibility and move them along the Sales funnel.

f) Appointment setting and confirmation: Set and confirm appointments with your prospects to present your product or service. This helps you secure the opportunity and advance the Sales process.

g) Referrals and recommendations: Ask for referrals and recommendations from your existing customers, contacts, or prospects to find more potential customers. This helps you leverage your network and reputation and generate more leads.

h) Tracking and measurement: Track and measure your prospecting activities and results using tools such as CRM, spreadsheets, or dashboards. This helps you evaluate your performance and effectiveness and identify areas for improvement.

Note: These Sales Skills are related and work together. So, if you learn these techniques well, you can persuade prospects to buy your product or service better. You can also choose the right technique for each case and customer, and close more Sales and be more successful.

Unlock the secret to sealing deals with our game-changing Closing Sales Technique Masterclass - Sign up today!

How to improve Sales Skills?

Salespeople need to continuously refine their Sales Skills to remain relevant in the industry and stay updated with the latest trends. More importantly, acquiring Sales Skills can effectively increase their revenue. Developing and polishing a set of various skills helps Salespeople continually progress in their Sales career. Here is a step-by-step guide that you can follow to improve these skills:

1) Attend Sales training

Salespeople can improve their Sales Skills through professional development opportunities and on-the-job training. Adopting the mindset of a lifelong learner gives them a competitive upper hand over their counterparts in the Sales market.

Moreover, courses and certifications can help Salespeople get further trained in Sales presentations, methodology, Sales coaching or social selling. It is helpful for Salespeople to consider aspects like the training's duration, point of focus, fee, and location.

Such certifications essentially target the skillsets required to shine in the Sales industry. These skills include personal skills for conducting a successful Sales meeting and further knowledge for effective critical thinking and strategy.

2) Implement roleplay

When a Salesperson is attending an exploratory call, it is crucial for them to be prepared for all questions and objections that come their way. Thus, it can be helpful for them to practice conversational flow and learn the art of asking questions in an authentic manner. This keeps the atmosphere of the call much more relaxed and smoother.

Furthermore, multiple Salespeople from a Sales team can also practice roleplaying among themselves occasionally each month. Here is a list of a few key exercises that Salespeople can play with their team:

a) Roleplaying in extreme situations

b) Challenging a prospect on their doubtfulness with a Sales contract

c) Getting used to ending Sales contracts with prospects

d) Tackling common objections

3) Practice public speaking

The majority of people are known to have a fear of public speaking. A Salesperson who has an extroverted personality may also face this fear due to inexperience and lack of training or practice. Regardless of the person, everyone needs to practice their craft to perfection. More practice will automatically keep them at ease.

Additionally, it is vital for Salespeople to be confident communicators, as they can better empathise, sell and close Sales contracts with their prospective buyers. In the Sales process, Salespeople are required to give Sales presentations to their prospects, conduct product demos and speak persuasively to many decision-makers.

Moreover, attending a variety of events which push people to talk and interact, like exhibitions, open mics, hobby classes, and so on, will tremendously boost confidence and decrease social anxiety.

4) Ask questions

A landmark trait of successful people is their ability to ask questions. Salespeople can confide in their manager or colleagues if they hit an unexpected roadblock during their Sales call. This roadblock is usually an unexpected question or an objection from the prospect. Asking the questions at the right time helps mitigate the problems if they arise again.

Moreover, after learning to ask more questions, the next step is to ask the right questions to the prospective buyers. Salespeople can learn more about their prospects’ discomforts and figure out what their business goals are. After finding out these key points, the Salespeople can proceed to understand how their product can resolve the prospects’ problems.

5) Review your Sales calls

After completing Sales calls, Salespeople must spend time reviewing the exploratory call. This way, they can learn many lessons, like where they performed well and what didn’t go as well.

A great way for managers to help their team conduct good reviews of their Sales calls is to host film reviews. A review is an event that can propel the Sales team to practice their active listening skills and offer feedback on a recorded Sales call.

For instance, a participant could request their colleagues to rank their questions, their authenticity over the Sales call and their knowledge of the product. They could then discuss any specific techniques they could implement to improve their exploratory calls.

6) Listen to feedback

Actively listening to feedback is part and parcel of review sessions. The participants must be open-minded to accept any feedback they receive from their managers and colleagues. While it can be difficult to critique one’s Sales performance, feedback is vital for enhancing Sales Skills in the future.

Participants will need to pay attention to the critique they receive on the questions they are asking, the conversational flow that they maintain and the rapport they build with their prospective buyers. These are considered crucial Sales Skills that Sales representatives need to master to achieve success in the Sales industry.

7) Stay connected to the customer

It significantly helps to build a healthy rapport with your prospective buyers. However, this takes time and can be fostered gradually over the Sales call. It requires Emotional Intelligence and stability from the Salesperson’s side.

These two features of a Salesperson’s personality help them make the conversation interesting because it ropes the prospect into a mode of interest faster so they can decide to buy in on the Sales call.

8) Prepare for objection handling

It is imperative for the Salesperson to receive at least a few objections from the prospects’ side regarding their product, which is why it is essential to be well-prepared before the call.

A great way is to learn about the prospect’s business persona and invest time to know their pain points. Paying care and due attention to their prospect’s pain points will boost the Sales representative’s Sales Skills and, consequently, their performance.

9) Play with your closing techniques

Techniques in a Sales process require continual iteration and experimentation. Here is a list of some popular closing techniques utilised in the Sales industry:

a) Summary closes: The summary in-closing technique entails the Salesperson providing a summary of all the items that the prospective buyer is interested in purchasing. The technique also involves the Salesperson emphasising the benefits of the product or service being offered to get the prospect more inclined to sign the Sales contract.

b) Question closes: It's important for Sales reps to include some questions at the end with the intention of probing the prospect’s pain points. Questions such as ‘How can we help with this concern?’ or ‘Could you elaborate more on your concern?’ will help the conversation acquire a tone of authenticity.

c) Soft closes: The soft close is a technique to put in a low-impact question to your prospect at the end of the call to re-affirm if they would be interested in learning more about the product.

10) Track your progress

Sales representatives should set their Sales goals, record their performance and track their progress. They could start improving one item at a time from their list of actionable items. For example, they can keep track of their close rate by utilising any of the closing techniques to understand the improvement in their close rate.

Conclusion

We hope that after reading this blog, you understand everything about the various Sales Skills. Possessing a comprehensive set of abilities is essential for a thriving career in the field. They enable professionals to excel in building relationships, negotiating, adapting to change, and ultimately closing deals with finesse.

Ignite your sales success and unlock your full potential with our game-changing Sales Training – Sign up now!

Frequently Asked Questions

Sales Skills are crucial for career success because they help you communicate effectively, persuade others, and solve problems. These skills are useful not only for selling products or services but also for building relationships, collaborating with teams, and advancing your goals in any industry or role.

You can remain adaptable in an ever-changing Sales environment by embracing change, learning new skills, and seeking feedback. You should be open to new opportunities, challenges, and technologies that can improve your Sales performance. You should also keep updating your knowledge, skills, and tools to meet the changing needs and expectations of your customers.

The Knowledge Academy takes global learning to new heights, offering over 30,000 online courses across 490+ locations in 220 countries. This expansive reach ensures accessibility and convenience for learners worldwide.

Alongside our diverse Online Course Catalogue, encompassing 17 major categories, we go the extra mile by providing a plethora of free educational Online Resources like News updates, Blogs , videos, webinars, and interview questions. Tailoring learning experiences further, professionals can maximise value with customisable Course Bundles of TKA .

The Knowledge Academy’s Knowledge Pass , a prepaid voucher, adds another layer of flexibility, allowing course bookings over a 12-month period. Join us on a journey where education knows no bounds.

The Knowledge Academy offers various Sales Training , including Sales Bootcamp, Innovative Thinking Training, Online Sales Training and more. These courses cater to different skill levels, providing comprehensive insights into the Sales Process .

Our Business Skills Blogs cover a range of topics related to Sales Training, offering valuable resources, best practices, and industry insights. Whether you are a beginner or looking to advance your Sales skills, The Knowledge Academy's diverse courses and informative blogs have you covered.

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Why Being a Problem Solver is Important in Sales

June 12, 2019.

Some salespeople have one thing in mind when it comes to sales: closing the deal .

But what they don’t seem to understand is that closing is only one, tiny part of the transaction.

Salespeople need to realize that strictly focusing on closing won't help them in the long-run, especially with a consultative sale.

The truth is: nobody wants to be sold on something. They would rather you express that you care and are able to help.

And to best communicate that you care, you need to have empathy, ask the right questions, and most importantly, be a problem-solver .

Why is being a problem solver important in sales?

Problem-solvers are exceptional salespeople that are able to quickly identify what the prospect really needs.

Being a problem solver in the eyes of your prospective buyer will help you enable buying .

Your prospective buyer likely won't enjoy being “sold” on something – and may very well see through the act.

Aggressive sales tactics, for instance, aren’t appropriate for every industry and many people don’t respond well to them.

However, if you learn how to paint a picture of how your product or service can help solve or prevent the buyer's problem , you are more likely to win them over.

By doing so, you are pretty much leading the horse to the water and increasing the likelihood that it will drink.

Asking good questions will help you uncover problems.

The art of being a problem solver entails getting good at interviewing your prospect, thoroughly.

Alongside building good rapport, the interview/questioning process will help you uncover problems that your potential client is facing.

And, it will also help them realize that they made a good decision by choosing to move forward with you.

Being a good problem solver involves planting seeds.

Sometimes, you can ask the best questions in the world and uncover all sorts of problems – both actual and potential.

But, it may not necessarily click with your prospect that they should move forward with you.

Don’t despair if this happens. If you have truly presented yourself as a problem solver, the prospect is likely to come back to you in the future for help with solving other problems.

Sometimes, regardless of what we do to enable buying and move forward with closing, there may still be hidden obstacles in our way that we won't be able to clear immediately.

Being genuine and planting the seed that you may be able to help in the future, if not immediately, will help increase the size of your sales funnel overtime. Remember, not everything has to close right away!

Keep the above in mind and see for yourself why being a problem solver is important in sales!

eBook: How to Sell Anything to Anyone - A Problem-Solving Guide for Sales Managers, Sales Leaders, & Salespeople

building relationships, how leaders solve problems, problem solver, problem solving, problem solving in sales, problem solving skills, problem/opportunity matrix, prospect problems, prospecting, Sales, sales problems, solve problems

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Quality & productivity, agile mindset, sales problem solver’s skills.

We all are problem solvers at our own level. Handling challenges, hurdles, persistent issues and alleviating them is what differentiates a great sales manager from the rest.

Tools and techniques for solving problems are well established for a long time now and there are various methods, techniques and tools that can be used. For example, Lean Six Sigma, TQM, Agile, Scrum, Design Thinking, etc are few such frameworks. Various sectors have seen success with these methodologies. However, when it comes to functional success, business development and sales is a unique function in that, it is highly dependent on external factors. Even many internal factors are not within good control of the sales organization. Thus, there are certain unique challenges that sales managers face when they try to apply such proven problem solving methodologies for sales problems.

More than a structured approach or framework for solving sales problems, the first thing Sales Managers should develop is a Sales Problem Solving Mindset . The skills that support this mindset are described below. Each of these skills can separately add value to every sales manager’s performance. When applied in the form of a structured problem solving framework, it becomes very powerful.

Problem Framing Skills

The first step in solving business problems is knowing exactly what is the problem that has to be solved. This might sound like a no-brainer. But don’t underestimate the power of clarity. If the organization wants to improve its market share in a particular segment, the problem may have to be framed keeping in consideration points such as – Is our market share very low compared to peers, how long has it been this way, what have we done and why have they failed, what is the customer’s perception about us?, etc. After sufficient exploration, we may narrow down and define the problem that we wish to solve as “How can our employees engage with our channel partners effectively?” instead of “How to improve our Market Share?”

Sometimes, we can define the problem and then collect data, but on other occasions, we have to do the reverse. Thus framing a problem for a given scenario is a skill in itself and Sales Managers need to master this.

Data Collection Skills

In order to permanently solve any problem, we need to go to the root cause of the problem, and use data or facts to validate really if a particular cause is the reason for the problem. Often, Sales Managers are plagued by reasons that their team members use to justify their poor performance. But these have to be validated with data. Unfortunately, the problem in sales is that required data is not often available. Sales managers should develop necessary skills to understand what data is needed to validate a given problem or cause and how to gather that data. Sometimes surrogate measures will have to be used and sometimes they have to live with surveyed data. Thus the ability to know what data is needed in a given scenario and how to gather that is the second skill needed for Sales Managers wishing to solve business problems.

Quantitative Analytical Skills

Today’s sales enablement systems such as CRM, ERP, etc provide enough data to get started with some basic sales analytics. However sales managers need to upskill themselves in analytics. They need to know how to perform necessary analysis from the data available. While Sales Analysts are well versed in crunching numbers and preparing charts, many Sales Managers are not even comfortable with relevant formulae and charts in Excel. The ability to work with data, using visualization methods to validate association or relationship between various factors, use statistical tools to identify sources of inconsistency in performance & factors driving it, ability to identify known best performers from data, using probability principles to validate demand-supply problems in sales and statistical association/correlation studies to identify causes are all essential analytical skills for sales managers.

Qualitative Discovery Skills

To solve most sales problems, an augmented approach of using both Data and ‘Gemba’ is needed. There are several aspects such as field observation, validation or audit of sales standards across the sales process, partner sales rep skill and will validation, qualitative evaluation of customer objection handling, benchmarking competition best practices, picking up verbal and non-verbal clues, etc., that require strong discovery skills that sales managers need to develop.

Experimentation Validation

The willingness to accept that not everything that we are doing is going click & that too the very first time is the basis for experimentation validation. When solutions are put in place, often sales managers are anxious to see the results right away. In reality, many of our action plans are unique to the circumstances and the mindset to see it as a series of experiments and set logical check points, learn the lessons and move forward to refine the action plan or solution is any skill that sales managers need to acquire too.

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The Sales Skills Essential for Success

Most sales leaders know about the time-tested power of cold calling and sales presentations. But these two strategies only touch the surface of what sales can do.

“Always be closing.”

In the film “Glengarry Glen Ross,” Alec Baldwin unleashes a fiery sales speech for the ages, and likens customer acquisition to a simple act of willpower. Absent of both strategy and tactics, Baldwin’s pep talk demands results powered only by a relentless, bulldozer-like attitude. In reality, while willpower is an important ingredient for success, sales is an art form in which a wide palette of skills come into play. Many situations require the finesse of a paintbrush rather than the doggedness of an earthmover.

What’s the secret? We sat down with the sales teams of 18 tech companies to discuss which sales skills are most valuable, which are the most unheralded and how they can best be developed and strengthened. We learned that deeply understanding the customer’s pain points, developing an organized methodology for success and acquiring a jazz-like ability to improvise are critical components for high achievement. These skills aren’t as simple as A-B-C, but they are just as important for exceeding sales goals.

6 Essential Sales Skills For Success

Self-awareness
Persistence
Adaptability
Active listening
Organization
A solid repertoire prospect questions

Mina Aghareza

SALES DIRECTOR

Big Health offers behavior programs through its proprietary digital health software to help users address and improve mental health.

For Aghareza, the two most important skills for a salesperson to hone are self-awareness and resilience. She said that the ability to reflect on what went well and what didn’t — and then the ability to not dwell on those mistakes — have been critical to her success as a sales director.

What skill do you consider to be the most essential for your success as a salesperson, and why?

Self-awareness. Each day, I reflect on what went well and what didn't to recognize my losses but also to remind myself of my wins. The losses are simply learning opportunities, lessons on how to improve. If I did more talking than listening in a meeting, I’ll spend more time preparing powerful questions for my next meeting. This can be an uncomfortable process, but it is critical to success.

What ’ s another skill that is less obvious or less appreciated that you also consider critical for sales success?

Resilience. It goes hand in hand with self-awareness because focusing on what didn’t go well and how my actions may have contributed is hard. It feels yucky. But if I dwell on not being perfect, I waste time not being better.

Each day, I reflect on what went well and what didn ’ t to recognize my losses but also to remind myself of my wins.”

What advice do you have for sales pros looking to strengthen their skills?

When things aren’t going as anticipated it would be easy to charge ahead and simply try harder. But I’ll stop, take a step back, and give myself room to identify and solve the root issue. If I feel stuck and can’t figure out why, I turn to my peers and leaders. Ten times out of 10, an outside perspective will break down the invisible barriers blocking my flow.

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Verkada Inc

Lauren spears.

ENTERPRISE ACCOUNT EXECUTIVE

Verkada is a cloud-based security solution designed for enterprise building security.

Spears’ success as a sales professional can be attributed to maintaining a positive mental outlook. She said that by being self-motivated and ambitious in her day-to-day operations, she’s able to consistently build momentum with new prospects and clients, as well as quickly bounce back from any challenges that may come her way.

Persistence. Walking the tight line between professional persistence and being a pest.

Successful salespeople realize customers buy from people they trust. Building and nurturing that trust is what I consider the most essential skill as it is required every step of the way. From the first cold call to the close, creating trust from nothing requires a subset of skills.

The first is personalized interactions. Prospects don’t want a generic sales pitch! They want something tailored to them. By becoming a subject matter expert and understanding your customers unique situations, you set yourself apart.

The second is providing a white-glove sales experience. Throughout the sales cycle, you have the opportunity to serve as a consultant to your customers as they evaluate your system. By supporting, training, and checking all the boxes for them along the way, it becomes a team effort. It is likely they will want to get the deal done as much as you do, thus making it a win-win!

And the third is building your champion. By asking the right questions and listening to customers, you understand the business problems they need to solve. This helps you and your champion build a compelling, data-driven presentation on how your system will specifically benefit them. That way, conversations are less about price and more about value!

With a positive and goal-oriented outlook, you have constant reasons to stay motivated and passionate about what you do.

The common denominator behind success in sales is not a soft skill like relationship building or a hard skill like product knowledge. Instead, it is a trait that takes skill to maintain. The trait is mental toughness or grit. It requires the mental skill to stay focused and positive in the face of rejection. It is showing up to work everyday with a can-do attitude.

The skill of cultivating and maintaining mental toughness is critically important because working in sales can put a lot of pressure on you and your abilities — it is certainly not for the faint of heart! By being self-motivated, ambitious, and relentless in your day-to-day operations, you consistently build momentum and quickly bounce back from adversity to exceed expectations and quota attainment goals.

In order to build mental toughness, it is important to set both short-term and long-term goals from daily activity metrics to career aspirations. With a positive and goal-oriented outlook, there are constant reasons and reminders to stay motivated and passionate about what you do. The “why” behind your actions will keep you focused when you lose a deal to competitors or a global pandemic throws a wrench in everything.

More From Sales Ace Your Discovery Call by Asking These Questions

What advice do you have for sales pros looking to strengthen their skills?

When I first entered the world of sales, I was drawn to the career path because it was easy for me to see that the effort you put into it has a direct correlation with the results you get out. Although I was inexperienced when I first started, I quickly realized there are a plethora of people and resources to study and learn from.

In the age of information, there is no need to “reinvent the wheel.” Sales professionals around the world have written books, hosted seminars and shared advice in all forms of media. It is easy to access, you just have to go looking for it. Closer to home, there are top salespeople on our teams and in the organizations we work for. If they’ve figured it out, why not ask how they built their foundation for success?

Another major step I’ve taken to strengthen my skills is I have adopted a mindset of continuous learning. Successful people are never satisfied. They are competitive with themselves and realize how imperative it is to innovate, adapt and constantly upgrade their abilities to stay relevant. My advice is to strive to be in the top 20 percent of your sales organization by going above and beyond expectations and learning from the best around you.

Sage Intacct

Annelise hagmann.

SR. MANAGER SALES DEVELOPMENT & OPERATION

Sage Intacct is a cloud-based financial management software.

A willingness to understand and learn from her prospects has been vital to Hagmann’s success as a sales professional. She said that being an active listener enables her to understand prospects’ motivations and how Sage Intacct can better serve their financial needs.

The ability to always be seeking to understand and learn. Be an active listener with your prospects and try to understand their motivations. By doing so, I’ve been able to engage with them and help them better understand how we can best serve their financial needs. Additionally, always be willing to also reflect on your own process or talk track — sales is never stagnant and you need to be willing to grow.

Organizational and critical thinking skills are extremely important. When should I be reaching out to someone? How is what I’m saying relevant to them? Is this the right person? If you get your process down and are organized enough to execute it, you’ll be unstoppable!

Always be willing to also reflect on your own process or talk track.”

Always be willing to try and fail! Your messaging from last year will probably not work this year so change things up and see if you get better responses! Learn through books, podcasts, LinkedIn, etc. There is so much great content that is free to keep you growing.

Dawn Svedberg

VP, CUSTOMER SUCCESS

Digital mortgage platform Cloudvirga aims to make the process of securing a mortgage simple, affordable and transparent. As self-proclaimed trusted advisors, the sales team at Cloudvirga is putting their skills to the test starting with discovering everyday users’ needs.

The ability to ask questions and really listen. It seems obvious, but as salespeople, we are excited to share all of the cool features and benefits of our product.

It is critical to ask open-ended questions and then let your customer talk. Don’t be afraid of a pause. They will often surprise you with their openness and will lead (both of you) to a greater understanding of their needs, underlying motivations and circumstances. Hearing them will help you identify the features/benefits that will resonate and will uncover common ground upon which to develop a real relationship.

You will also be surprised at how often your assumptions or research are wrong or outdated. Once you really understand, you can provide the best solution to your customer and create a long-term, mutually beneficial partnership. You then become a trusted advisor, not just another salesperson.

What’ s another skill that is less obvious or less appreciated that you also consider critical for sales success? Why is this skill so important?

Keep it simple!

In technology and most other services, the acronyms and descriptions are virtually meaningless unless you are a deep insider. Your customer likely deals with hundreds of products, services and industries, so you need to clearly and concisely explain what you do and how you might help them.

You have a very short window of time to gain their attention and interest. I personally receive dozens of email and phone solicitations. Rarely is it clear what they are offering in the first sentences. I don’t have time to keep reading, research or figure it out on my own.

Translate all stats and specifications into real-world, understandable benefits and meaningful success stories. When confused, people are often uncomfortable admitting that they don’t understand so they just shut down or tune you out. Refine your message by explaining it to your spouse or kids until they understand. Your customers will appreciate the clarity!

Translate all stats and specifications into real-world benefits and meaningful success stories.”

Throughout your sales career, what specific steps have you taken to strengthen these skills? And what advice do you have for sales pros looking to do the same?

Selling is about educating your prospects so that they are aware of their options and can make the best decisions. By listening and empathizing, you will earn the customer’s trust. By clearly explaining in understandable terms, you will win more business.

But to even get to the point where you can sell, you must be fearless in reaching out to your prospects. You can develop fearlessness by recognizing that we are all the same, all with our own wants, needs, insecurities and strengths. Don’t fear rejection or making mistakes. It is all part of the process.

If you (or your company) makes a mistake or causes a problem, correct it, apologize once and move on. Don’t dwell on it. The same goes for rejection: it is just not the right time or fit. Just push reset and start again.

We are all selling all day and every day, even if it is not in our job title. The old saying is true: nothing happens without sales!

Drew Thompson

DIRECTOR OF ACCOUNT MANAGEMENT

At TrackVia , a user-friendly app-building platform, Director of Account Management Drew Thompson knows that asking questions and understanding the customer are essential skills in becoming a successful salesperson. By personally understanding the pain points of each client, it becomes not only easier to create specific solutions that close the deal, but to understand when to push — and when to move on to the next opportunity.

When it comes to essential skills, asking great questions is paramount to your success as a salesperson. In a sales situation, it’s easy (and fun!) to speak to all the amazing features and benefits of your solution — and rightly so! You should be passionate and believe in your offering. But don’t get too carried away!

Asking thought-provoking and open-ended questions early and often is much more important than the pitch itself. It’s all about being naturally curious and demonstrating an interest in solving a customer’s problem. Ultimately, without this skill, you’ll never understand the buyer’s pain or problem or know the impact of your solution (and worse, risk losing the deal).

Asking thought-provoking and open-ended questions early and often is much more important than the pitch itself. ”

Another critical skill that is under-appreciated is the ability to ‘lose quickly.’ Hear me out. There’s a subtle difference between knowing when to walk away from an opportunity and when to really dig in and compete (and hopefully it’s the latter the majority of the time!).

In enterprise sales, you have to sell to multiple buyers with multiple personalities, needs and agendas. You’re also trying to control things that are really out of your control in the first place (budgets, timelines, competitors, unexpected pandemics, etc.). Over time you should become great at pattern recognition for all these factors and begin to develop a framework if you are in the right deal or not.

There’s an opportunity cost for every deal you work and when you compete, compete to win. The more you develop this skill, the more time you can commit to successful sales and not waste time or resources on the wrong deals.

Throughout your sales career, what specific steps have you taken to strengthen these skills?

In order to develop and strengthen these skills, I believe it takes focus and repetition. You’ll learn things from your sales managers, read the latest sales strategies books or blogs, and hopefully have some learning moments from deals you've lost. But all that information can be distracting and overwhelming.

As a salesperson, you’ll have a shot at many opportunities over the course of your career. My advice is to focus on developing a few skills at a time and implement them in your sales process over and over until it becomes second nature. Oh and for all those up-and-coming sales pros out there, remember to give yourself some grace, have fun and learn something every step of the way.

Brandfolder

Caitlin safchik.

ACCOUNT EXECUTIVE

Caitlin Safchik is an account executive at Brandfolder, a cloud-based digital asset management platform. She is a firm believer in the power of thorough organization to fast-track efficiency, prevent errors and improve the understanding of each account. She also believes in the importance of asking questions in order to gain a three-dimensional understanding of the customer, which unlocks the best avenues to a successful sale.

The skill I consider to be the most essential for my success as a salesperson is organization. It’s really important to stay organized throughout the entire sales process so you never skip a beat. As a sales rep we are involved in almost every aspect of the sales process, so if you’re not organized, things will fall through the cracks. I realized early on that keeping my Salesforce up to date and organized has led me to not only become better at forecasting but also to have a better grip on where each deal stands. Additionally, being organized helps my team be informed especially when bringing a solutions engineer into the conversation.

Keeping my Salesforce up to date and organized has led me to not only become better at forecasting but also to have a better grip on where each deal stands. ”

Another skill that is maybe less obvious that I consider critical for sales success is curiosity. There are two parts to this; one is being curious about the company you work for and two is being curious about the prospect’s pain points and how one can actually help them. As a sales rep, it’s really important to ask questions and not just any questions, but the right questions. This will ultimately allow you to get a better understanding if it makes sense to continue conversations vs. wasting time.

I am always learning from other successful reps and asking questions along the way. I learned quickly that you can’t be afraid to ask questions and it’s OK to not know something. One thing that is critical is being open to feedback and always looking to improve.

Branden Miller

VICE PRESIDENT OF SALES AND ACCOUNT MANAGEMENT

Branden Miller is vice president of sales and account management at Choozle , a digital advertising software platform. He views successful sales skills from the perspective of a professional athlete and a jazz musician, specifically the coachability of the athlete and the improvisation and creativity of the musician.

While there are many skills that are essential to be a good salesperson, coachability (with execution) is paramount. When you are a sales professional it’s important to remind yourself that you are a “professional.” Just like a professional athlete, salespeople need guidance daily, weekly and monthly in order to execute well and achieve desired outcomes. If you can’t take feedback, adapt and execute on new directives then it will be much harder to succeed.

Several skills are a very close second: initiative, resilience and consistency.

Creativity. It’s important to understand that sometimes the process or strategies that have helped you to succeed in the past don’t always work or continue to work. Having a standard process helps drive consistency, but understanding when to be creative is always important. In many conversations, I have related this to jazz. Jazz music has a time signature, key signature and standard riffs that you always play, but there are also places in the music that the player has to improvise (while keeping the structure of the piece in mind). Sales is similar. You have activity KPI, go-to-market strategy and a sales process that all help you create consistent sales, but there are times in prospecting, pitching or closing that you have to be creative and go off-script. Understanding when it’s time to do this often means the difference between a closed deal and a “no.”

There are times in prospecting, pitching or closing that you have to be creative and go off-script. ”

The most important step is to have a standard process. Without having the ideal system outlined and set up, it is nearly impossible to optimize and make things better. In my current position, I set our go-to-market, sales process and accountabilities and then ensure that each of our team members has clarity on these areas. The whole team needs to understand the system and be aligned with expectations to ensure accountability. The next step is to optimize. Systems need to adapt to stay relevant and drive accelerated outcomes. Personally, I schedule a professional “think day” one time per quarter to evaluate how we need to rethink and adapt our strategy and process to improve and then make those changes to start the next quarter.

Get clarity on your process and don’t be so married to it that you cannot make it better. Just like a professional athlete studies their craft and trains hard to get better, sales professionals need to do the same. If you don’t learn, adapt and evolve, you won’t reach your highest potential.

Prep work, alignment and allies are the key tools for sales success at PlayerLync , a mobile workforce enablement platform. Brad Gray, an enterprise account executive, believes in the importance of strategic alignment with every level of the organization. Crucially, he believes in the importance of listening carefully and asking the right questions, which creates new opportunities at critical moments.

Listening and aligning to business goals and strategic objectives of the organization. If not aligned at multiple business levels, IT and other stakeholders, you will not get funded. Also, ask the right questions to help facilitate the qualification of an opportunity, but in a consultative manner.

Prepping folks for specific calls during the buyer’s journey is key. Understanding which topics are crucial to move the opportunity forward and prepping your team (and their team) so each side is prepared to speak to those topics is important. Also, having a key contact (champion) on the buyer's side to understand priorities and specific areas of concern is a huge benefit throughout the process.

Prepping folks for specific calls during the buyer’s journey is key. ”

Welcome feedback and apply it to create your style and adapt by studying current processes and procedures needed to help the buyer’s journey. Facilitate rep lunches or meetings where you can share best practices and recent learnings.

Selena Sacchetti

SENIOR SALES EXECUTIVE

Grubhub is an online, mobile food-ordering and delivery marketplace that features over 245,000 restaurants spanning 4,000 U.S. cities.

Senior Sales Executive Selena Sacchetti described her sales approach as empathetic. She’s found that putting herself in a prospective partner’s shoes has enabled her to interact with them in a way that helps them better understand Grubhub and the service it provides. Sacchetti’s empathetic approach also includes careful listening and responding to prospects, as well as addressing all questions clearly and thoroughly.

Focusing on just one task at a time is a skill that has helped immensely. In sales, there are a hundred different things I could be doing at any given point in the day. This can be overwhelming because we all want to spend our time as efficiently as possible. It’s easy to get worried and feel like I should be working on something other than what I’m working on at the time. If I’m caught up trying to decide which leads list to work off of or if it would be more beneficial to send emails, prospect or make calls, I end up bouncing back and forth between tasks, not really making a dent anywhere. Multitasking has never worked for me.

My most successful days are when I pick one specific task and hone in on that. Whether it's for 30 minutes or three hours, I pick one activity and I don't deviate from it. After I’ve dedicated an allotted amount of time to one task, then I can move on to the next. Working this way is beneficial for a couple of reasons. Channeling my efforts into just one task helps me maintain momentum. It also forces me to isolate practices so I can more accurately evaluate what was impactful and what’s worth dedicating more time to.

Working with an empathetic approach goes a long way. Putting myself in a prospective restaurant partner’s shoes enables me to interact with them in a way that makes it easier to engage with me and with Grubhub. I try to think: “How would I want to be greeted on the phone?” and, “How would I want this aspect of our platform explained?” I communicate with people the way I would prefer someone to communicate with me.

Keeping in mind that one of Grubhub’s core values is to be “authentically fun” helps me do that. I’m more likely to read emails with concise wording and fun GIFs, so those are the kinds of emails I send. I’m more likely to spend 10 minutes on the phone with someone who’s fun to talk to, so I try to make people smile when I call them. Having enthusiasm goes hand in hand with being fun, so it’s super important to bring that to my work. If I’m not excited to be on the phone, why should the other person be? I also make sure people know that I care and that Grubhub cares. Carefully listening and responding shows I’m invested. I make sure to directly address all questions clearly and thoroughly. At the end of the day, I think of the sales experience I would want and then create that.

My most successful days are when I pick one specific task and hone in on that.”

To strengthen my focus and productivity, I’ve always made a to-do list for every day. Most of the time I write my list for the next day the night before, so I can start the day with a game plan. My advice for creating more effective to-do lists is to have the items on the list be specific activities rather than objectives. Writing “add three new restaurants to my pipeline” does not help guide my workflow. It’s vague and does not tell me explicitly what to focus on. How am I adding these three new restaurants to my pipeline? Instead, my to-do lists include bullets like, “spend two hours between 9 a.m. and 11 a.m. calling restaurants in ZIP codes x, y and z.”

To work with a more empathetic approach, I continuously re-evaluate what I’m doing through the lens of a prospective restaurant partner. I recommend listening to recorded phone conversations and re-reading written content regularly. Listening and reading as if on the other side of the conversation offers a different insight and tells me what to change. I can then adjust what I say over the phone and what I write in emails to better replicate the sales experience I would want and that I think people will be more receptive to.

Matt Williams

SENIOR SALES MANAGER

Mothership is a logistics company that’s focused on making freight delivery more efficient with real-time tracking, on-demand truck booking and same-day delivery.

Senior Sales Manager Matt Williams said that in order for sales reps to be successful, they need to be able to independently solve problems that come their way. This includes partnering with different teams throughout the entire organization to come up with a solution as well as effectively communicating that solution to customers and prospects.

Since the pandemic began, I’ve found a consultative approach to be key to my team’s success. With supply chains across the country impacted differently, it’s pivotal that we actively listen to our prospects’ circumstances and needs and leverage that to determine which features in our arsenal will connect most effectively. We are so much more likely to help a business by making sure we are actively engaging and listening to their needs and tailoring our strategy accordingly.

Another key skill is storytelling. I’ve partnered with our marketing and design teams to evolve our product demo to tell the story of how Mothership breaks down traditional legacy models and revolutionizes the industry on a macro level and exactly how that will specifically benefit a prospect’s supply chain on a micro level. The ability to tell that story clearly and specifically while also being tailored to a prospect’s circumstances is an absolutely crucial part of our sales strategy.

Independent problem-solving and the ability to partner with different teams has been critical for my team's success.”

Independent problem-solving and the ability to partner with different teams in the organization has been critical for my team’s success at Mothership. I have too often seen many sales reps minimize problems that touch other departments because they don’t completely understand the problem or a solution isn’t obvious. The best sales reps truly function as boots on the ground and effectively communicate prospect and customer feedback back to the wider organization to ensure problems are resolved. They are a part of solving the problem. Working at a startup presents infinite opportunities to expand your skill set and sharpen your experience beyond strictly selling to become the best professional version of yourself.

Some of the best advice I received early on in my career was, “listen to what you don’t want to hear.” It took me many years to understand what that really means. Critical thinking and the ability to receive tough feedback are probably the most challenging aspects of working in sales.

Some of the best growth in my career has come from requesting continuous feedback and training to hone my strengths and identify my weaknesses. Do not be afraid to ask your managers and your team for honest feedback, especially in areas that you think you may be struggling in. I can tell you to this day, I am still trying to truly listen to what I don’t want to hear when receiving feedback, but it’s undoubtedly what has helped me grow the most.

Carey Pasek

SENIOR SALES REPRESENTATIVE

Donnelley Financial Solutions, or DFIN , delivers end-to-end risk and compliance solutions through its proprietary software domain.

For Senior Sales Representative Carey Pasek, active and honest listening is a less obvious yet essential skill for success as a salesperson. She said that while it’s good to be extroverted, she’s found that some of her most effective and insightful client interactions are when she does the least amount of talking and the most amount of active listening.

Process discipline. From a relationship map to a whitespace document, a structured approach to account management is essential. We need to be asking ourselves questions like, “Who do we know?; Who don’t we know that we need to know?; What do we understand about the account?; What are the gaps in understanding?”

Taking the time and having the discipline to honestly assess the current state of our relationship with a client is foundational: you can’t know where you’re going if you don’t understand where you’re starting. This requires time and effort, however, it’s critical for success. As the saying goes, “Don’t be upset for the results you didn’t get for the work you didn’t do.” You have to be willing to put in the work.

Managing an account involves constant discovery and to be successful in discovery, you have to be an engaged listener.”

Active and honest listening. Contrary to the stereotypical, extroverted sales rep, some of my most effective and insightful client interactions are when I do the least amount of talking, and the most active listening. Client insight is exponentially easier to excavate when you stop “pitching” and start listening. You can’t solve a problem if you don’t understand what you’re solving for. Ask a lot of questions then sit back and listen. Managing an account involves constant discovery and to be successful in discovery, you have to be an engaged listener.

I’ve taken active ownership in my own learning: to “get smart” where I recognize I have knowledge deficiencies and then take the initiative to locate resources to shore up those gaps. Coming into this business many years ago, while I had world-class sales training and years of sales experience, I knew absolutely nothing about the financial services vertical. From that aspect, I was probably the least likely candidate for this sales role! I literally got my hand on any book or article I could find to figure out what this space was about.

With this as a starting point, I asked — and to this day continue to ask — a lot of questions. Just because you are a top performer doesn’t mean you have an innate ability to understand things.

In my experience, it’s the opposite. A top performer is never too proud to recognize that they don’t understand something. Chances are, there are more people who don’t understand it either — they’re just afraid to show vulnerability in asking. Don’t be that person. You’ll be a better rep and a more qualified consultant to your clients by asking. Competence is confidence. Just don’t expect anyone to hand it to you. Continually be curious and take responsibility to constantly learn.

Christina Zmrazek

INSIDE SALES REPRESENTATIVE

What they do: Dynatrace uses artificial intelligence, advanced observability and automation to provide users an all-in-one software platform that simplifies cloud complexities and accelerates digital transformation.

It’s difficult to pick one skill as there are a slew of skills and learned traits that make the success of any individual in any given role. Recognizing this, a skill that has most definitely been essential in my career thus far is the ability to be consistently self-driven. As a salesperson, you have to be able to understand your “why” and execute your plan on a consistent, daily basis.

We all know sales is a grind day-in, day-out. No one is going to do your job or pick up the phone for you. You’re going to have to carry the weight yourself and have the courage to take intelligent risks. This, accompanied with the mindset that the next opportunity is just around the corner, will bring you far throughout your career.

Salespeople get rejected multiple times each day, and you can’t let that bring you down or get you off of your game. ”

What’s another skill that is less obvious or less appreciated that you also consider critical for sales success?

I have a post-it note on my computer monitor that says, “My energy creates my reality.” Your mindset is your most undervalued asset. Think about it. It’s easy to spot a yellow car if you’re always thinking of a yellow car, just as it’s easy to spot an opportunity if you’re focused on opportunity. Salespeople get rejected multiple times each day, and you can’t let that bring you down or get you off of your game. You have to have a short memory in that regard, bring your best self to your customers and your team day-in and day-out, and execute like every quarter is the fourth quarter.

Learn from everyone and every experience. Be a sponge. Also, remember that your network is your net worth. Have a network of people from different business sectors and experience levels, and learn how to “chew the meat and spit out the bones.” By this, I mean to understand and learn the ability to leverage the advice and past experience of others but only in the ways that make sense for you and your opportunity.

Your inner voice and intuition are important, and you have to be able to not only cultivate the self-awareness to hear it but have the courage to follow it as well. You cannot use what you do not have and just because a certain strategy or positioning worked for someone else doesn’t mean it will work for you if it doesn’t feel natural. Stay true to yourself and continue to build your business on the foundation of integrity and credibility.

AJ DiStefano

DIRECT SALES MANAGER

What they do: Formlabs is a 3D-printing tool, material and software provider. Its U.S., European and Asian offices produce solutions that span a number of industries including jewelry, dental, research, audiology and more.

Active listening. A lot of salespeople can love to dominate a conversation, especially ones who are newer to a company and want to show off all the product and market expertise they have worked hard to learn. However, in sales we want the prospect talking for the majority of the conversation so that we can uncover more information about them.

Sales is about finding a solution to a prospect’s problem. This could be a problem they are currently aware of, a problem that they don’t know they have or both. Knowledge is power in this situation, as the more we know about the customer, the easier it will be to provide a perfect solution to their problem(s) — hopefully leading to a sale.

A sales rep who just spews knowledge at a prospect and dominates the conversation is overloading them with information that may not be applicable to them or their problem. A sales rep who strategically asks probing questions to get the prospect talking about their current problems and then engages in active listening will then be able to apply their product expertise selectively as it pertains to the customer.

Pick your spots in a conversation to get the prospect going and turn on your active listening.

Sales is about finding a solution to a prospect’s problem.”

Organization. It seems fairly simple, but it’s not. In a high volume sales process especially, organization is key. You can be the best salesperson on the phone, but if your sales tools are a mess it might not matter.

Staying organized with your next steps, follow-up tasks and outreach activities will allow you to scale up volumes while maintaining the same efficiency as lower volumes. Mastering your workflow allows you to put all of your efforts into your sales conversations, rather than trying to remember who you need to follow up with or who you may need to still send a quote to.

I typically compare this to building blocks when discussing with our reps, as simple as it sounds. Your organization and workflow are your base. If you have a strong base, you can pile on and build up heavily with high activity and everything will be stable. However, if you have a poor base and try to pile on the activities, everything you build is going to fall apart.

Constantly be hungry for more knowledge in any way that you can get it. Even if you are the top sales rep on your team, there are things that you can improve. (If you think there is nothing you can improve, please reach out to me.) There are a few main areas to focus on in order to continue your self-development:

Read, read and read. There are so many great sales books out there that can constantly hone in your craft on your own time. Just because you’re done with school doesn’t mean you should stop reading for learning purposes.
Attend webinars. I have been watching more webinars during COVID as they are much more prevalent. There are sales skills ones, but I have mostly been ones related to sales tools we use. I have picked up some tips and tricks that I pass along to the team. Even if you pick one thing up that can increase productivity!
Talk to others. Sharing best practices is a great way to learn new things while also helping others. This is something that truly is not done enough. Whether it is a mentor, coworker or friend, never be afraid to ask questions and learn from others!

Chad Bullard

SENIOR DIRECTOR OF STRATEGIC ACCOUNTS

I believe the most essential skill to be successful as a salesperson is to really listen to your customers. So many salespeople head into meetings with what they want to say, what product they want to pitch and the PowerPoint presentation deck they have practiced. They miss out on the most important thing, which is to ask discovery questions and listen to the customer.

What’ s another skill that is less obvious or less appreciated that you also consider critical for sales success, and why is it so important?

Another skill that is less obvious is early and often qualification. The time and resources for most salespeople are limited so it’s critical to make sure you maximize your time on deals that will provide significant value to your customer, have a budget, can be technically achieved and provide near-term results. It’s essential to analyze your deals against these metrics early and continuously.

I believe the most essential skill to be successful as a salesperson is to really listen to your customers.’’

Throughout your sales career, what specific steps have you taken to strengthen these skills and what advice do you have for sales pros looking to do the same?

There are several key steps I’ve taken throughout my career to strengthen my skills. I continuously look for opportunities to learn from others who have been successful, surround myself with a solid sales support team and work hard to understand my customer’s business and industry. I also value gaining trust and credibility with my customer and take time to analyze my lost deals and what I would apply differently going forward.

Victoria Abeling

VICE PRESIDENT OF WW INSIDE SALES

The dictionary defines curiosity as “eager to know or learn something.” I believe curiosity is the most fundamental skill as humans build relationships, nurture partnerships, make friends and stay genuine. In sales, it teaches you that you must provide value to the customer. Curiosity is how you do that. Asking questions to help a customer realize the value you are presenting is an important skill a salesperson must hone.

What’s another skill that is less obvious or less appreciated that you also consider critical for sales success, and why is it so important?

Many people who know me know that I admire Bobby Bones from “The Bobby Bones Show . ” His motto is “Fight. Grind. Repeat.” In simple terms, this means it is OK to make a mistake. Let me repeat this: It is OK to make a mistake. In sales, you will always make mistakes but what you do about it will set you apart and drive your ultimate success. This is not just a critical “skill.” It leads to self-awareness, emotional IQ and grit. These three descriptions usually come to mind when hiring for sales. I am very bullish about the fact that, until you know how to fight, grind and repeat, you will not be successful.

In sales, you will always make mistakes. What you do about it will set you apart and drive your ultimate success.’’

As I mentioned above, making mistakes is a natural and expected part of your sales career progression. Sometimes these mistakes can set you off of your path. Do not be afraid if your course takes you to a “truck stop” or if point A to point B is not a direct line. I took multiple different paths in my own career before I ended up where I am today. I attribute all of those experiences, emotions and learning stages to this success. You will get a more rounded resume, set yourself apart from other candidates, show you are open to new ideas and ultimately prove to be a more valuable asset to your company.

Michael Kungl

STRATEGIC ACCOUNT EXECUTIVE

Empathy. People want to buy from people whom they like and who understand them. If you are a master of your own product but have no idea what the day-to-day is like for your customer, you’ll struggle to build a meaningful relationship. Getting to know your customer, understanding what keeps them up at night and understanding what impact your company will have on this person’s life will allow you to sell more effectively.

Excitement. It’s easy to show excitement when you finally book that meeting with the white whale on your target list. But it’s also just as easy to go through the motions when you are working with the smaller accounts. The reality is that the buying experience plays a big part in whether or not a company will purchase your solution. Excitement, just like energy, is contagious. If you show up to every meeting as if it’s the most important one that you’ve had all quarter, your customers will follow suit and will trust you as the person who has their best interests in mind.

People want to buy from people whom they like and who understand them.’’

I got lucky in strengthening these skills because I started at Levelset when we were a 30-person company. Not only was I selling, but I was also part of the customer success and support departments. That meant that there were plenty of times when I had to drive a customer’s document to the post office 15 minutes before closing to ensure they met a critical deadline. To this day, I still think about the anxiety I felt on those drives because it helped me understand how my customers were feeling and how they were putting their trust in me to deliver for them.

If you are like me and only responsible for new logo hunting, I would recommend joining the occasional customer training or account management call. Not only will you have the opportunity to see how your company has impacted the customer after the sale but you will also be able to gather stories you can share with the next prospect that comes your way. Don’t forget to ask for a referral from those happy folks as well.

Gooten Inc.

Kevin mcdowell.

SENIOR PARTNERSHIPS MANAGER

Stay Organized

Organization and time management go side by side with adaptability. At Gooten , a workflow automation platform that allows thousands of e-commerce companies to access print on-demand production capacity, McDowell is always keeping an eye on how he’s using his time.

What skill do you consider to be the most essential for your success as a salesperson?

I believe the most essential skill for any successful salesperson is adaptability. Regardless of industry, a successful salesperson needs to be able to adapt to any situation. Oftentimes, sales demands the ability to pivot at a moment’s notice. A successful salesperson needs to be able to adapt, whether that’s in pre-planning or strategy, different tasks assigned to you from a superior or even in a conversation with a partner or potential client.

In a perfect world, a salesperson would be able to control all of the variables associated with the sale. But typically, there are unforeseen circumstances throughout the sales process, and successful salespeople are the ones who can manage those conditions.

What’s another skill that is less obvious or less appreciated that you also consider critical for sales success?

Organization and time management. Salespeople are required to manage multiple clients or partners at the same time. There is no way someone can be successful as a salesperson without multitasking. Sales can often be overwhelming due to the multitude of different responsibilities. Part of being organized is managing time efficiently. In sales, your calendar is your best friend. It helps you keep track of what needs to be accomplished as well as how much time you should spend on a specific duty. The average workday is typically eight or nine hours, and a successful salesperson is able to make the most out of that time.

Regardless of industry, a successful salesperson needs to be able to adapt to any situation.’’

Take the time to identify and acknowledge the skills that you would like to improve. No one is perfect and each individual has a different set of skills that they would like to work on. Something that’s helped me work on adaptability is reminding myself to control what I can control. I always expect that there will most likely be variables that arise that are outside of my control, so having that expectation has helped me prepare for when these unforeseen circumstances emerge.

In regards to organization and time management, I’d say repetition is key. Finding your workflow that you can repeat on a systematic basis is essential. I use a running to-do list as well as my calendar to keep myself on track.

More From Sales 16 Best Sales Podcasts For Leveling Up Your Skills

David Weinblatt

BUSINESS DEVELOPMENT

According to Weinblatt, the most important skill a salesperson can have is listening. At Aquant , a platform that helps organizations plan, predict and prescribe decisions throughout the service lifecycle, there’s no one-size-fits-all approach. By listening to the client, salespeople are able to adjust their approaches.

Persistence and adaptability are pivotal for any salesperson. Persistence in sales means that you have tough skin, and that you don’t fear rejection no matter how many times you hear the word “no.” But adaptability is having the foresight to alter your approach based on what messages appear to be more effective than others, the timing of each message and providing new educational content beyond a call to action. There’s a creativity to it all. Sometimes, adaptability goes beyond tweaking your messaging.

We’ve had to adapt to a full digital landscape of webinars with the loss of our physical conferences throughout the COVID-19 pandemic. But we’ve been able to turn what could have been a sour situation into one that’s become quite fruitful. The entire Aquant team shifted gears tactically, with proper caution, strategy, initiative and ambition. Sales have thrived in these newer, uncharted territories.

Listening is key. What you’re listening for may change based on a company’s industry, prospect’s title and other factors. But you need to anticipate the pain points of your audience, because outreach must be personal.

At Aquant, we listen to their vantage point. We don’t blindly sell.’’

A good salesperson cannot rely on a one-size-fits-all approach. Instead, go back to that adaptability and allow them to walk you through their needs. Let them guide, and you adjust from there. Answer their questions and mirror their diction with a sense of understanding and comfort, along with strategic, catered responses. Much of that begins on the front lines of sales and business development. At Aquant, we listen to their vantage point. We don’t blindly sell.

I strengthened these skills by seeking advice from colleagues and reviewing what processes have worked for them in similar situations. Learning from seasoned account executives, business development experts and top marketing minds has been crucial in my personal growth. It can be challenging to step outside of your skin to figure out what you need to improve upon. But a willingness to improve on your successes and learn from the missed opportunities is vital to help the business thrive.

Recent Sales Articles

21 Key Sales Skills to Excel in Sales, Even If You’re Not a Salesperson

table of content

The ability to sell is not just the purview of those with 'salesperson' in their job title. Whether you're an entrepreneur, a freelancer, or a professional in any field, mastering key sales skills is crucial for success.

Our guide is designed to equip you with the essential techniques and insights needed to effectively pitch your ideas, products, or services.

From understanding the art of negotiation to mastering the subtleties of active listening and empathetic communication, these skills will help you to engage more effectively with clients, persuade more convincingly, and close deals more successfully. Regardless of your role or industry, embracing these skills can lead to significant improvements in both your professional relationships and your bottom line.

21 Key Sales Skills to Excel in Sales

21 Key Skills to Excel in Sales
Communication
Empathy
Adaptability
Resilience
Problem-Solving
Emotional Intelligence
Persuasion
Teamwork
Product Knowledge
Market Research
CRM Proficiency
Sales Process Understanding
Analytical Skills
Social Media Savvy
Negotiation
Digital Marketing
Time Management
Storytelling
Networking
Public Speaking
Customer Service

To excel in sales, even if you're not traditionally viewed as a salesperson, it's essential to develop a broad set of skills. These essential sales skills can be divided into soft skills, which are interpersonal and emotional intelligence skills, and hard skills, which are more technical and specific to the sales process.

Soft Skills

Soft skills are personal attributes and qualities that enable individuals to interact effectively and harmoniously with others. These skills are less about technical knowledge and more about behavior and thinking, influencing how one navigates the workplace, solves problems, and manages work.

Soft skills include traits like:

Communication

Communication in sales encompasses much more than the ability to speak or write clearly. It involves effectively conveying your message, actively listening to your clients, understanding their needs, and responding appropriately.

Excellent communication skills can help in building relationships, identifying opportunities, and closing deals.

How to Achieve:

Practice Active Listening: Focus on understanding your clients by attentively listening to their words, seeking clarification when necessary, and responding with consideration. Demonstrating active listening not only respects their viewpoints but also reveals their true requirements.
Engage in Public Speaking: Enhance your speaking skills by joining clubs like Toastmasters or attending workshops. The more comfortable you are speaking publicly, the more effectively you can communicate in one-on-one or group settings.
Write Clearly and Concisely: Whether it's emails, proposals, or social media posts, practice writing clearly and concisely. Consider courses or tools that focus on business writing skills.
Seek Feedback: Regularly ask for feedback on your communication style from colleagues, mentors, or clients and use it to improve.

Empathy is the ability to understand and share the feelings of another. In sales, it means putting yourself in your client's shoes to genuinely understand their challenges, needs, and motivations.

Empathy builds trust and strengthens customer relationships, leading to more successful outcomes.

Practice Active Listening: Show genuine interest in your clients' needs and concerns. Use reflective listening techniques to demonstrate understanding.
Develop Emotional Intelligence: Focus on identifying and controlling your own feelings while learning to appropriately react to the emotions of others. Utilizing books, participating in courses, and engaging in self-reflection practices can aid in refining this ability.
Ask Open-Ended Questions: Encourage your clients to share their thoughts and feelings by asking questions that require more than a yes/no answer.
Imagine Yourself in Their Situation: Regularly practice putting yourself in your client's position to better understand their perspective.

Adaptability

Adaptability in sales involves being flexible and willing to adjust your strategies, communication style, and actions based on the situation or feedback from clients.

It's crucial for navigating the unpredictable nature of sales environments and for meeting diverse client needs.

Stay Informed: Keep up with industry trends, market conditions, and new technologies that could impact your sales approach.
Learn from Experience: Reflect on past sales experiences to identify what worked and what didn't. Use these insights to adapt your approach in future interactions.
Embrace Change: View change as an opportunity rather than a threat. Practice being open to new ideas and approaches.
Cultivate a Growth Mindset: Believe in your ability to learn and improve. This mindset will make it easier to adapt to new challenges and feedback.

Resilience is the ability to bounce back from setbacks, rejections, or failures without losing confidence or motivation.

In sales, resilience is essential because rejection is a common part of the process. A resilient salesperson can maintain a positive attitude, learn from experiences, and continue to pursue their goals.

Set Realistic Expectations: Understand that rejection is a normal part of sales. Setting realistic expectations helps in managing disappointments.
Focus on Learning: After a setback, focus on what you can learn from the experience. This approach turns challenges into opportunities for growth.
Develop a Support Network: Build relationships with mentors, colleagues, and friends who can offer support, advice, and encouragement.
Practice Self-Care: Maintain your physical and mental health through regular exercise, hobbies, and sufficient rest. A strong foundation of well-being supports resilience.

Problem-Solving

Problem-solving in sales involves identifying challenges that potential or existing clients face and developing effective solutions. It requires analytical thinking, creativity, and the ability to anticipate potential issues.

A skilled problem-solver can turn obstacles into opportunities, thereby creating value for clients and differentiating themselves from competitors.

Enhance Your Product and Market Knowledge: Understanding your product's features and the market's needs allows you to craft tailored solutions for your clients. Regular training and research are crucial.
Practice Creative Thinking: Engage in activities that boost your creativity, such as brainstorming sessions or creative hobbies. This can help in developing unique solutions to problems.
Learn from Case Studies: Analyze how other sales professionals have solved similar problems. Case studies can offer valuable insights and inspire innovative approaches.
Develop Analytical Skills: Use data and feedback to understand trends and customer behavior. Tools and courses in data analysis can sharpen this skill.

Emotional Intelligence (EI)

Emotional intelligence involves understanding, managing, and appropriately expressing one's own emotions, as well as the ability to navigate relationships with sensitivity and empathy.

In sales, high EI is crucial for building strong relationships, navigating complex negotiations, and effectively responding to the emotions of clients and team members.

Self-Awareness: Spend time reflecting on your emotions and reactions. Journaling or mindfulness practices can enhance self-awareness.
Empathy: Practice seeing situations from others' perspectives. This could involve active listening and asking questions to deepen your understanding of others' experiences.
Self-Regulation: Develop strategies for managing your emotions, such as taking deep breaths when frustrated or stepping away momentarily to compose yourself.
Social Skills: Participate in workshops or activities that require teamwork and communication. These experiences can improve your ability to interact effectively with others.

Persuasion in sales is about convincing potential clients of the value of your product or service. It's not just about talking; it's about communicating in a way that resonates with the client's needs, desires, and pain points, leading them to see your solution as the best choice.

Understand Your Audience: Tailor your message to the specific needs, values, and interests of your audience. This requires thorough research and active listening.
Master Storytelling: Develop your storytelling skills to craft compelling narratives that highlight the benefits of your solutions in a relatable way.
Learn Persuasion Techniques: Study psychological principles and persuasion techniques, such as the principles of reciprocity, scarcity, and authority, and apply them ethically in your sales process.
Practice Confidence: Confidence in your product and yourself can significantly impact your persuasive abilities. Practice your pitch and handle objections confidently through role-playing exercises.

Teamwork in sales involves collaborating effectively with colleagues to achieve common goals. It includes sharing information, supporting each other's efforts, and leveraging individual strengths to optimize sales results.

Successful teamwork enhances productivity, fosters a positive work environment, and drives better outcomes.

Develop Communication Skills: Clear and open communication is the foundation of effective teamwork. Practice expressing your ideas clearly and listening to others.
Cultivate a Collaborative Mindset: Focus on the team's success rather than individual achievements. Celebrate team victories and learn from collective setbacks.
Be Flexible: Be willing to adapt your role and responsibilities based on the team's needs. Flexibility can help the team navigate challenges more effectively.
Build Trust: Trust is crucial for teamwork. Be reliable, meet your commitments, and show respect for your colleagues' ideas and contributions.

Hard Skills

Hard skills are the technical, teachable abilities that are required for specific tasks, roles, or industries. These skills are often measurable and can be developed through formal education, training programs, or on-the-job experience. Hard skills are essential for executing specific sales strategies, analyzing performance, and understanding market dynamics.

Hard Skills Include:

Product Knowledge

Product knowledge is a thorough understanding of your product’s features, benefits, and applications. It's crucial for answering client questions, addressing concerns, and demonstrating how your product meets their needs.

A deep product knowledge not only builds credibility with clients but also boosts your confidence in selling.

Study Product Materials: Regularly review product manuals, specifications, and training materials. Stay updated on new features or updates to your product line.
Use the Product: If possible, use your product to understand its functionalities and limitations firsthand. This experience can provide valuable insights you can share with clients.
Engage with Product Teams: Regular communication with your product development or manufacturing teams can offer deeper insights into the product’s unique selling points and potential future enhancements.
Attend Industry Events: Participate in webinars, trade shows, and other industry events where you can learn more about your product and its context within the broader market.

Market Research

Market research involves gathering, analyzing, and interpreting information about your target market, competitors, and industry trends.

This skill helps in identifying potential customers, understanding market needs, and positioning your product effectively.

Leverage Online Resources: Utilize online databases, industry reports, and market research tools to gather relevant data.
Conduct Surveys and Interviews: Get direct feedback from current and potential customers through surveys or interviews to understand their needs and perceptions.
Analyze Competitors: Regularly review your competitors’ offerings, marketing strategies, and customer feedback. This can help you identify your unique value proposition.
Stay Informed: Follow industry news, blogs, and thought leaders on social media to keep abreast of trends and shifts in your market.

CRM Proficiency

CRM (Customer Relationship Management) proficiency involves effectively using CRM software to manage customer data, track sales interactions, and enhance customer relationships.

Proficiency in CRM tools can lead to improved sales efficiency, better data organization, and enhanced customer experiences.

CRM Training: Participate in training sessions offered by your CRM provider. Many offer online resources, tutorials, and webinars.
Practice Regularly: Hands-on experience is the best way to learn. Use your CRM system daily to become familiar with its features and functionalities.
Explore Advanced Features: Beyond basic contact management, explore features like sales forecasting, email integration, and analytics to fully leverage your CRM's capabilities.
Join User Groups: Engage with online forums or user groups related to your CRM. These can be valuable resources for tips, best practices, and troubleshooting advice.

Sales Process Understanding

Understanding the sales process involves knowing each step—from prospecting to closing—and how to navigate these effectively.

It’s about recognizing where each prospect is in the process and applying the right strategies to move them towards a sale.

Study Your Sales Cycle: Familiarize yourself with your organization’s specific sales cycle stages. Understand the objectives and best practices for each phase.
Learn from Successful Salespeople: Observe or mentor under top-performing sales professionals in your team to gain insights into their approach and techniques throughout the sales process.
Engage in Continuous Learning: Attend sales training workshops, webinars, and courses that focus on different aspects of the sales process.
Review and Reflect: Regularly review your sales interactions and outcomes. Reflect on what strategies worked, what didn’t, and how you can improve moving forward.

Analytical Skills

Analytical skills in sales involve the ability to collect, review, and interpret data to make informed decisions. This includes analyzing sales trends, customer behavior, and market dynamics to optimize sales strategies and improve performance.

Strong analytical skills enable sales professionals to identify opportunities for growth and areas needing improvement.

Learn Data Analysis Tools: Familiarize yourself with data analysis tools and software (e.g., Excel, Google Analytics) that can help you understand sales data and market trends.
Take Online Courses: Enroll in courses that teach data analysis, statistical methods, and how to interpret data specifically for sales and marketing.
Practice with Real Data: Apply your analytical skills by working on real-world data sets. This could involve analyzing your current sales data, customer feedback, or market research findings.
Seek Mentorship: Look for opportunities to work with or learn from individuals in your organization who excel in data analysis.

Social Media Savvy

Being social media savvy means effectively using social media platforms to engage with potential and current customers, build brand awareness, and support your sales goals. This process is known as social selling

This skill is increasingly important in digital landscape where social media plays a significant role in consumers’ purchasing decisions.

Stay Updated: Keep up with the latest trends and updates on various social media platforms.
Engage in Social Media Training: Many online courses and workshops can teach you how to use social media for business effectively.
Practice Content Creation: Develop your skills in creating engaging and relevant content for your target audience.
Analyze Performance: Use social media analytics tools to track the performance of your posts and campaigns, learning what resonates with your audience.

Negotiation Skills

Negotiation skills in sales refer to the ability to discuss, persuade, and come to mutual agreements with clients in a way that benefits both parties.

Effective negotiation involves preparation, clear communication, understanding the needs and constraints of both sides, and finding a win-win solution.

Study Negotiation Techniques: Read books, take courses, and attend workshops on negotiation to understand fundamental principles and strategies.
Practice Role-Playing: Simulate negotiation scenarios with colleagues or mentors to practice your techniques and receive feedback.
Reflect on Past Negotiations: Analyze your previous negotiation experiences to identify what worked well and areas for improvement.
Stay Informed: Understand your product, company policies, and the market to negotiate confidently and effectively.

Digital Marketing

Digital marketing skills involve using online platforms and tools to promote products or services, generate leads, and engage with customers.

For sales professionals, understanding digital marketing is crucial for aligning sales strategies with online marketing efforts, optimizing the customer journey from awareness to purchase.

Engage in Digital Marketing Courses: There are numerous online courses and certifications available that cover SEO, content marketing, email marketing, and social media advertising.
Experiment with Digital Tools: Gain hands-on experience with digital marketing tools for email campaigns, SEO analysis, and social media management.
Collaborate with Marketing Teams: Work closely with your marketing department to gain insights into current strategies, campaigns, and tools they use.
Stay Current with Trends: Follow digital marketing blogs, podcasts, and industry leaders to stay updated on the latest strategies and technologies.

Time Management

Effective time management in sales involves prioritizing tasks, setting goals, and allocating your time efficiently to meet those goals.

It's crucial for managing the various demands of a sales role, including prospecting, client meetings, follow-ups, and administrative tasks, ensuring that you maximize your productivity and sales potential.

Set Clear Priorities: Identify your most important tasks each day and allocate your time accordingly. Use the Eisenhower Matrix or similar tools to categorize tasks by urgency and importance.
Use Time Management Tools: Leverage digital tools and apps designed for time tracking, scheduling, and task management to organize your day more effectively.
Implement Time Blocks: Dedicate specific blocks of time to similar tasks to reduce context switching and improve focus.
Evaluate and Adjust Regularly: Regularly review how you spend your time to identify areas for improvement and adjust your strategies accordingly.

Interpersonal and Engagement Skills

Interpersonal skills, often considered a subset of soft skills, are the skills we use to communicate and interact with others. Interpersonal skills are crucial in sales for building strong relationships with clients, understanding their needs, and providing excellent customer service. They're what enable sales professionals to engage with clients in a meaningful way, creating trust and rapport.

Interpersonal and engagement skills include:

Storytelling

Storytelling in sales is the art of crafting and conveying stories that connect your products or services with the needs and emotions of your clients.

A compelling story can make your pitch more engaging, memorable, and persuasive, helping to illustrate the value of your offerings in a relatable way.

Study the Elements of a Good Story: Understand the structure of effective storytelling, including setting, characters, conflict, and resolution.
Practice Crafting Stories: Develop stories around common customer scenarios, your product’s features, and successful case studies.
Seek Feedback: Share your stories with colleagues or mentors to get feedback and suggestions for improvement.
Observe Effective Storytellers: Learn from skilled storytellers by observing how they engage their audience, the type of language they use, and how they structure their narratives.

Networking involves building and maintaining professional relationships that can provide support, advice, opportunities, and referrals. Effective networking is crucial in sales for generating leads, learning industry best practices, and staying informed about market trends.

Attend Industry Events: Participate in conferences, seminars, and networking events relevant to your industry to meet new contacts.
Leverage Social Media: Use platforms like LinkedIn to connect with industry professionals, share insights, and participate in discussions.
Offer Value: Focus on how you can help others in your network, not just on what you can gain. Sharing knowledge and resources can strengthen your relationships.
Follow Up: After meeting new contacts, follow up with a personalized message to strengthen the connection and express your interest in staying in touch.

Public Speaking

Public speaking is the ability to communicate effectively in front of an audience. In sales, this skill is invaluable for presenting products, leading meetings, and participating in conferences.

Effective public speakers can engage their audience, convey confidence, and deliver clear, persuasive messages.

Practice Regularly: The more you speak in public, the more comfortable you’ll become. Seek opportunities to present in both formal and informal settings.
Join Speaking Clubs: Organizations like Toastmasters provide a supportive environment to practice public speaking and receive constructive feedback.
Watch and Learn: Observe skilled public speakers and note their techniques, including their use of pauses, gestures, and audience engagement strategies.
Prepare Thoroughly: Know your material well, anticipate questions, and practice your delivery to reduce anxiety and improve performance.

Customer Service

Customer service in sales is about providing exceptional support and care to your clients before, during, and after a sale. Excellent customer service can lead to higher customer satisfaction, loyalty, and repeat business.

It involves listening to your customers, addressing their needs promptly, and exceeding their expectations.

Develop Empathy and Listening Skills: Understand your customers’ needs and concerns by actively listening and showing empathy.
Learn from Feedback: Regularly solicit and learn from customer feedback to identify areas for improvement in your service.
Stay Informed: Keep up-to-date with your product knowledge and company policies to provide accurate and helpful information.
Empower Your Customers: Provide resources, education, and tools that empower your customers to make informed decisions and solve their problems.

How Can You Improve Your Sales Skills

How Can You Improve Your Sales Skills
Participate in Sales Training
Practice with Role-Playing
Improve Public Speaking
Seek a Mentor
Be Inquisitive
Hone Prospecting Abilities
Welcome Feedback
Maintain Customer Engagement
Prepare for Objections
Experiment with Closing Strategies
Refine Your Sales Process
Monitor Your Performance
Enhance Your Listening Skills

Improving your sales skills is a continuous process that requires dedication, practice, and a willingness to learn and adapt.

Whether you're a seasoned sales professional looking to refine your approach or someone new to the field, enhancing your sales skills can lead to better performance, increased sales, and higher satisfaction in your role.

Here are several strategies to improve your sales skills:

Participate in Sales Training

Sales training programs offer a structured way to learn new sales techniques, strategies, and tools. These programs can range from online courses and workshops to seminars led by sales experts.

They often cover various aspects of the sales process, including negotiation, lead generation, and customer relationship management.

It also provides an opportunity to learn from seasoned professionals and receive feedback on your sales approach.

Practice with Role-Playing

Role-playing simulates sales scenarios where you can practice your pitch, objection handling, and closing techniques in a risk-free environment. This method allows for immediate feedback from peers or mentors, enabling you to refine your approach based on their insights.

This practice builds confidence and helps you prepare for a variety of sales situations. It also enhances your adaptability, allowing you to better handle unexpected questions or objections from clients.

Organize regular role-playing sessions with colleagues or within your sales team. Choose different sales scenarios for each session to cover a broad range of potential sales interactions.

Improve Public Speaking

Effective public speaking is essential for delivering compelling sales presentations and pitches. Improving this skill involves practicing speech delivery, learning to manage anxiety, and using body language to engage your audience.

Strong public speaking skills can significantly enhance your persuasiveness, helping you make a more impactful connection with your audience. It also improves your overall communication skills, which are vital in sales.

Join a public speaking club like Toastmasters, take public speaking courses, or simply practice speaking in front of friends or colleagues. Seek opportunities to present at meetings or conferences to gain more experience.

Seek a Mentor

A mentor with experience in sales can provide guidance, support, and valuable insights into the sales process. They can offer personalized advice, share success stories and pitfalls to avoid, and help you navigate your sales career.

Look for a mentor within your organization, professional network, or industry associations. Be clear about your goals and expectations from the mentoring relationship to ensure it is mutually beneficial.

Be Inquisitive

Being inquisitive involves asking questions to deepen your understanding of your clients' needs, the sales process, and the market. It's about cultivating a mindset of curiosity that drives you to seek out new information and insights continuously.

This approach helps you uncover key information that can be used to tailor your sales pitch more effectively. It also demonstrates to clients that you are genuinely interested in providing solutions that meet their needs.

Hone Prospecting Abilities

Prospecting involves identifying and reaching out to potential clients who may be interested in your products or services. Improving this skill requires research, networking, and effective use of sales tools and technologies to generate leads.

Develop a systematic approach to prospecting, including setting aside dedicated time for research and outreach.

Utilize CRM tools to track your efforts and analyze which strategies yield the best results. Participate in networking events and leverage social media platforms to identify and connect with potential leads.

Welcome Feedback

Embrace feedback from clients, colleagues, and supervisors as valuable insights for improvement. Constructive criticism can highlight areas of your sales approach that may need refinement, while positive feedback can reinforce effective practices.

Regular feedback fosters personal and professional growth, helping you become more adaptable and responsive to your clients' needs.

Create an environment where clients and colleagues feel comfortable sharing their thoughts. Reflect on the feedback received, identifying patterns and areas for improvement.

Maintain Customer Engagement

Keeping your customers engaged involves regular communication, providing value beyond your products or services, and showing genuine interest in their success. Engagement strategies can include follow-up emails, sharing relevant content, and reaching out with new offerings or insights that could benefit the customer.

Engaged customers are more likely to view you as a trusted advisor rather than just a salesperson.

Develop a customer engagement plan that includes regular check-ins, personalized communication, and value-added interactions. Use CRM tools to track engagement levels and tailor your approach based on customer preferences and behaviors.

Prepare for Objections

Anticipating and preparing for common objections allows you to address concerns confidently and effectively. Understanding the underlying reasons behind objections can help you tailor your responses to reassure and persuade potential clients.

List common objections you encounter and develop clear, concise responses for each. Practice delivering these responses in role-play scenarios to enhance your comfort and effectiveness in real situations.

Experiment with Closing Strategies

Closing is a critical phase of the sales process, and experimenting with different strategies can help you find the most effective approach for different types of clients and situations. Whether it's a direct close, summary close, or assumptive close, being versatile in your closing techniques can improve your success rate.

Familiarize yourself with various closing techniques and when to use them. After each sales interaction, reflect on the closing strategy used and its effectiveness, adjusting your approach as needed.

Refine Your Sales Process

Continuously analyzing and refining your sales process involves evaluating each stage for efficiency and effectiveness. Look for bottlenecks, unnecessary steps, or opportunities to incorporate new tools and technologies that could streamline operations and improve outcomes.

A streamlined and optimized sales process can lead to shorter sales cycles, increased productivity, and higher conversion rates. It ensures that your sales efforts are focused and effective.

Monitor Your Performance

Keeping track of your sales activities, outcomes, and key performance indicators (KPIs) allows you to assess your effectiveness and identify trends or patterns. Setting specific, measurable goals and regularly reviewing your progress towards these goals is crucial for continuous improvement.

Use sales tracking tools or software to monitor your activities and results. Set aside time weekly or monthly to review your performance data, celebrate successes, and adjust your strategies as needed.

Enhance Your Listening Skills

Effective listening goes beyond hearing words; it involves understanding the message, context, and emotions behind what is being said. Enhancing your listening skills enables you to better comprehend your clients' needs, concerns, and motivations.

Improved listening skills lead to more meaningful interactions with clients, helping you build trust and rapport. It also allows you to uncover deeper insights and opportunities to provide value.

Practice active listening by focusing fully on the speaker, avoiding interruptions, and reflecting back on what you've heard to confirm understanding. Seek opportunities to practice in both professional and personal settings to hone this skill.

Advanced Sales Techniques to Sell

For sales professionals aiming to elevate their skills, here are several advanced strategies:

1. Solution Selling

Advanced Sales Techniques to Sell: Solution Selling

Focus on solving a client's specific problem rather than just selling a product or service. This approach requires a deep understanding of the client's business, challenges, and industry trends. Tailor your pitch to highlight how your solution uniquely addresses their pain points.

2. Consultative Selling

Advanced Sales Techniques to Sell: Consiltative Selling

Position yourself as a trusted advisor rather than just a salesperson. Consultative selling involves asking insightful questions, listening actively to understand the client's needs fully, and providing recommendations that align with their objectives. This method builds long-term relationships and often leads to repeat business.

3. Account-Based Selling (ABS)

Advanced Sales Techniques to Sell: Account-Based Selling (ABS)

Target specific high-value accounts with a personalized approach. ABS requires collaboration across sales, marketing, and customer service teams to create customized messages and solutions for each targeted account. It's an effective strategy for B2B sales where buying decisions are complex and involve multiple stakeholders.

5. Data-Driven Selling

Advanced Sales Techniques to Sell: Data Driven Selling

Utilize customer data, market research, and analytics to inform your sales strategies. Data-driven selling involves identifying patterns, trends, and opportunities through the analysis of data, enabling you to make informed decisions, personalize your sales approach, and predict future customer behavior.

How to Sell Anything

Mistakes to Avoid While Selling a Product, Service or a Story

To enhance your effectiveness as a sales rep and ensure customer success, consider these refined strategies while consciously integrating critical sales skills and essential selling skills:

1. Communicate Clearly, Avoiding Jargon

Utilize straightforward language that your clients can easily understand. Overcomplicating your pitch with industry-specific jargon can confuse rather than clarify, undermining the essential selling skills needed to connect with your audience.

2. Embrace a Consultative Approach Over Pushiness

Your focus should be on demonstrating how your product or service meets the client's needs. This consultative approach is a critical sales skill, fostering trust and long-term relationships rather than applying pressure that can push potential clients away.

3. Consistent Follow-Up Signals Commitment

Following up with clients after meetings is not just good manners; it's a cornerstone of customer success. It shows that you value their business and are attentive to their needs, reinforcing the perception of you as a reliable partner.

4. Adaptability in Negotiations

One of the critical sales skills is flexibility. Being able to adapt your strategy based on the conversation's flow demonstrates an understanding that each client's needs are unique, which is essential in finding mutually beneficial solutions.

5. Preparation is Key

Successful sales reps knows that preparation is among the most essential selling skills. Understanding your product, your client's business, and the competitive landscape allows you to tailor your pitch effectively, addressing specific concerns and highlighting how your offering is the best fit for their needs.

6. Address All Client Queries

Responsiveness to questions reflects your commitment to customer success. Providing clear, concise answers not only helps in alleviating concerns but also strengthens your credibility as a knowledgeable and reliable sales rep.

7. View Objections as Opportunities

Handling objections with grace and professionalism is a critical sales skill. Each objection is an opportunity to further clarify the value of your offering and address any lingering doubts, moving closer to a successful sale.

Tips to Build and Manage an Effective Sales Teams and Sales Reps

To build and manage an effective sales team in real life, follow these direct, actionable tips:

Recruit Strategically: Focus on hiring individuals with a track record of success and a strong potential for growth. Use behavioral interview techniques to assess their fit for your sales environment.
Invest in Training: Provide ongoing training that covers not just your products and services, but also sales strategies, customer service, and technology tools that can aid their sales efforts.
Set Clear Targets: Define specific, measurable goals for your team and individual members. Ensure these targets align with your overall business objectives.
Equip with the Right Tools: Give your team access to CRM systems, data analytics, and other sales enablement tools that streamline the sales process and enhance productivity.
Create a Motivational Culture: Develop a culture that rewards effort and achievements, celebrates successes, and encourages healthy competition and teamwork.
Lead by Example: Demonstrate the behaviors and attitudes you want to see in your team. Leadership sets the tone for the entire team's approach to work.
Stay Customer-Focused: Keep the team focused on solving customer problems and meeting their needs. This approach leads to better sales outcomes and customer satisfaction.

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26 Expert-Backed Problem Solving Examples – Interview Answers

Published: February 13, 2023

Interview Questions and Answers

Actionable advice from real experts:

Biron Clark

Former Recruiter

Contributor

Dr. Kyle Elliott

Career Coach

Hayley Jukes

Editor-in-Chief

Biron Clark , Former Recruiter

Kyle Elliott , Career Coach

Hayley Jukes , Editor

As a recruiter , I know employers like to hire people who can solve problems and work well under pressure.

A job rarely goes 100% according to plan, so hiring managers are more likely to hire you if you seem like you can handle unexpected challenges while staying calm and logical.

But how do they measure this?

Hiring managers will ask you interview questions about your problem-solving skills, and they might also look for examples of problem-solving on your resume and cover letter.

In this article, I’m going to share a list of problem-solving examples and sample interview answers to questions like, “Give an example of a time you used logic to solve a problem?” and “Describe a time when you had to solve a problem without managerial input. How did you handle it, and what was the result?”

Problem-solving involves identifying, prioritizing, analyzing, and solving problems using a variety of skills like critical thinking, creativity, decision making, and communication.
Describe the Situation, Task, Action, and Result ( STAR method ) when discussing your problem-solving experiences.
Tailor your interview answer with the specific skills and qualifications outlined in the job description.
Provide numerical data or metrics to demonstrate the tangible impact of your problem-solving efforts.

What are Problem Solving Skills?

Problem-solving is the ability to identify a problem, prioritize based on gravity and urgency, analyze the root cause, gather relevant information, develop and evaluate viable solutions, decide on the most effective and logical solution, and plan and execute implementation.

Problem-solving encompasses other skills that can be showcased in an interview response and your resume. Problem-solving skills examples include:

Critical thinking
Analytical skills
Decision making
Research skills
Technical skills
Communication skills
Adaptability and flexibility

Why is Problem Solving Important in the Workplace?

Problem-solving is essential in the workplace because it directly impacts productivity and efficiency. Whenever you encounter a problem, tackling it head-on prevents minor issues from escalating into bigger ones that could disrupt the entire workflow.

Beyond maintaining smooth operations, your ability to solve problems fosters innovation. It encourages you to think creatively, finding better ways to achieve goals, which keeps the business competitive and pushes the boundaries of what you can achieve.

Effective problem-solving also contributes to a healthier work environment; it reduces stress by providing clear strategies for overcoming obstacles and builds confidence within teams.

Examples of Problem-Solving in the Workplace

Correcting a mistake at work, whether it was made by you or someone else
Overcoming a delay at work through problem solving and communication
Resolving an issue with a difficult or upset customer
Overcoming issues related to a limited budget, and still delivering good work through the use of creative problem solving
Overcoming a scheduling/staffing shortage in the department to still deliver excellent work
Troubleshooting and resolving technical issues
Handling and resolving a conflict with a coworker
Solving any problems related to money, customer billing, accounting and bookkeeping, etc.
Taking initiative when another team member overlooked or missed something important
Taking initiative to meet with your superior to discuss a problem before it became potentially worse
Solving a safety issue at work or reporting the issue to those who could solve it
Using problem solving abilities to reduce/eliminate a company expense
Finding a way to make the company more profitable through new service or product offerings, new pricing ideas, promotion and sale ideas, etc.
Changing how a process, team, or task is organized to make it more efficient
Using creative thinking to come up with a solution that the company hasn’t used before
Performing research to collect data and information to find a new solution to a problem
Boosting a company or team’s performance by improving some aspect of communication among employees
Finding a new piece of data that can guide a company’s decisions or strategy better in a certain area

Problem-Solving Examples for Recent Grads/Entry-Level Job Seekers

Coordinating work between team members in a class project
Reassigning a missing team member’s work to other group members in a class project
Adjusting your workflow on a project to accommodate a tight deadline
Speaking to your professor to get help when you were struggling or unsure about a project
Asking classmates, peers, or professors for help in an area of struggle
Talking to your academic advisor to brainstorm solutions to a problem you were facing
Researching solutions to an academic problem online, via Google or other methods
Using problem solving and creative thinking to obtain an internship or other work opportunity during school after struggling at first

How To Answer “Tell Us About a Problem You Solved”

When you answer interview questions about problem-solving scenarios, or if you decide to demonstrate your problem-solving skills in a cover letter (which is a good idea any time the job description mentions problem-solving as a necessary skill), I recommend using the STAR method.

STAR stands for:

It’s a simple way of walking the listener or reader through the story in a way that will make sense to them.

Start by briefly describing the general situation and the task at hand. After this, describe the course of action you chose and why. Ideally, show that you evaluated all the information you could given the time you had, and made a decision based on logic and fact. Finally, describe the positive result you achieved.

Note: Our sample answers below are structured following the STAR formula. Be sure to check them out!

EXPERT ADVICE

Dr. Kyle Elliott , MPA, CHES Tech & Interview Career Coach caffeinatedkyle.com

How can I communicate complex problem-solving experiences clearly and succinctly?

Before answering any interview question, it’s important to understand why the interviewer is asking the question in the first place.

When it comes to questions about your complex problem-solving experiences, for example, the interviewer likely wants to know about your leadership acumen, collaboration abilities, and communication skills, not the problem itself.

Therefore, your answer should be focused on highlighting how you excelled in each of these areas, not diving into the weeds of the problem itself, which is a common mistake less-experienced interviewees often make.

Tailoring Your Answer Based on the Skills Mentioned in the Job Description

As a recruiter, one of the top tips I can give you when responding to the prompt “Tell us about a problem you solved,” is to tailor your answer to the specific skills and qualifications outlined in the job description.

Once you’ve pinpointed the skills and key competencies the employer is seeking, craft your response to highlight experiences where you successfully utilized or developed those particular abilities.

For instance, if the job requires strong leadership skills, focus on a problem-solving scenario where you took charge and effectively guided a team toward resolution.

By aligning your answer with the desired skills outlined in the job description, you demonstrate your suitability for the role and show the employer that you understand their needs.

Amanda Augustine expands on this by saying:

“Showcase the specific skills you used to solve the problem. Did it require critical thinking, analytical abilities, or strong collaboration? Highlight the relevant skills the employer is seeking.”

Interview Answers to “Tell Me About a Time You Solved a Problem”

Now, let’s look at some sample interview answers to, “Give me an example of a time you used logic to solve a problem,” or “Tell me about a time you solved a problem,” since you’re likely to hear different versions of this interview question in all sorts of industries.

The example interview responses are structured using the STAR method and are categorized into the top 5 key problem-solving skills recruiters look for in a candidate.

1. Analytical Thinking

Situation: In my previous role as a data analyst , our team encountered a significant drop in website traffic.

Task: I was tasked with identifying the root cause of the decrease.

Action: I conducted a thorough analysis of website metrics, including traffic sources, user demographics, and page performance. Through my analysis, I discovered a technical issue with our website’s loading speed, causing users to bounce.

Result: By optimizing server response time, compressing images, and minimizing redirects, we saw a 20% increase in traffic within two weeks.

2. Critical Thinking

Situation: During a project deadline crunch, our team encountered a major technical issue that threatened to derail our progress.

Task: My task was to assess the situation and devise a solution quickly.

Action: I immediately convened a meeting with the team to brainstorm potential solutions. Instead of panicking, I encouraged everyone to think outside the box and consider unconventional approaches. We analyzed the problem from different angles and weighed the pros and cons of each solution.

Result: By devising a workaround solution, we were able to meet the project deadline, avoiding potential delays that could have cost the company $100,000 in penalties for missing contractual obligations.

3. Decision Making

Situation: As a project manager , I was faced with a dilemma when two key team members had conflicting opinions on the project direction.

Task: My task was to make a decisive choice that would align with the project goals and maintain team cohesion.

Action: I scheduled a meeting with both team members to understand their perspectives in detail. I listened actively, asked probing questions, and encouraged open dialogue. After carefully weighing the pros and cons of each approach, I made a decision that incorporated elements from both viewpoints.

Result: The decision I made not only resolved the immediate conflict but also led to a stronger sense of collaboration within the team. By valuing input from all team members and making a well-informed decision, we were able to achieve our project objectives efficiently.

4. Communication (Teamwork)

Situation: During a cross-functional project, miscommunication between departments was causing delays and misunderstandings.

Task: My task was to improve communication channels and foster better teamwork among team members.

Action: I initiated regular cross-departmental meetings to ensure that everyone was on the same page regarding project goals and timelines. I also implemented a centralized communication platform where team members could share updates, ask questions, and collaborate more effectively.

Result: Streamlining workflows and improving communication channels led to a 30% reduction in project completion time, saving the company $25,000 in operational costs.

5. Persistence

Situation: During a challenging sales quarter, I encountered numerous rejections and setbacks while trying to close a major client deal.

Task: My task was to persistently pursue the client and overcome obstacles to secure the deal.

Action: I maintained regular communication with the client, addressing their concerns and demonstrating the value proposition of our product. Despite facing multiple rejections, I remained persistent and resilient, adjusting my approach based on feedback and market dynamics.

Result: After months of perseverance, I successfully closed the deal with the client. By closing the major client deal, I exceeded quarterly sales targets by 25%, resulting in a revenue increase of $250,000 for the company.

Tips to Improve Your Problem-Solving Skills

Throughout your career, being able to showcase and effectively communicate your problem-solving skills gives you more leverage in achieving better jobs and earning more money .

So to improve your problem-solving skills, I recommend always analyzing a problem and situation before acting.

When discussing problem-solving with employers, you never want to sound like you rush or make impulsive decisions. They want to see fact-based or data-based decisions when you solve problems.

Don’t just say you’re good at solving problems. Show it with specifics. How much did you boost efficiency? Did you save the company money? Adding numbers can really make your achievements stand out.

To get better at solving problems, analyze the outcomes of past solutions you came up with. You can recognize what works and what doesn’t.

Think about how you can improve researching and analyzing a situation, how you can get better at communicating, and deciding on the right people in the organization to talk to and “pull in” to help you if needed, etc.

Finally, practice staying calm even in stressful situations. Take a few minutes to walk outside if needed. Step away from your phone and computer to clear your head. A work problem is rarely so urgent that you cannot take five minutes to think (with the possible exception of safety problems), and you’ll get better outcomes if you solve problems by acting logically instead of rushing to react in a panic.

You can use all of the ideas above to describe your problem-solving skills when asked interview questions about the topic. If you say that you do the things above, employers will be impressed when they assess your problem-solving ability.

More Interview Resources

3 Answers to “How Do You Handle Stress?”
How to Answer “How Do You Handle Conflict?” (Interview Question)
Sample Answers to “Tell Me About a Time You Failed”

About the Author

Biron Clark is a former executive recruiter who has worked individually with hundreds of job seekers, reviewed thousands of resumes and LinkedIn profiles, and recruited for top venture-backed startups and Fortune 500 companies. He has been advising job seekers since 2012 to think differently in their job search and land high-paying, competitive positions. Follow on Twitter and LinkedIn .

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7 Essential Selling Skills Every Sales Person Should Know

Every sales person has a different approach when making a sales call. Individual approaches are important; they’re what help you relate to a customer on a human level. However, studies show there are certain selling skills that are common among all sales reps, otherwise known as the seven essential selling skills every sales person should know.

1. Communication Skills

If you’re a sales person, this skill might seem self-evident, but too many sales reps don’t take the time to develop their communication skills, choosing instead to rely on a script to get them through conversation. While a script can be a useful part of the sales call, the ability to veer off script and communicate with the customer effectively is imperative. Every customer is different; the same script won’t work on everyone and there are times when you may need to bring out your communication skills to close a deal.

2. Active Listening Skills

An important part of effective communication is active listening . That means allowing the customer to express their needs and concerns and then taking steps to address those concerns in your own response. When you employ active listening, you’re much better equipped to tailor your pitch in a way that will appeal to the customer. Listening is also a great way to build trust, and trust is essential for closing deals.

3. Persuasive Skills

In order to truly excel in this industry, you need to have great persuasive selling skills . Customers are bombarded with advertisements and pitches on a regular basis; you need to know how to convince them that your product or service is worthy of investment. Being good at persuasion can mean a variety of things, including being able to turn negatives into positives and being sincere about what you’re selling.

4. Collaboration Skills

We have a tendency to think of a sales person as a lone wolf–someone who works independently to close deals. However, being able to collaborate with others and learn from your fellow sales reps can be an invaluable asset as you develop your career.

There are a variety of ways in which collaboration can aid your growth; another sales person might have dealt with a situation you’ve yet to encounter, or they may be able to share alternative strategies with you that can improve your game. Learning to collaborate with your coworkers can help everyone.

5. Self-Motivating Skills

This last strategy involves more than just the sales team—it also involves management. All too frequently, there can be a disconnect between upper management and sales reps, with management not fully appreciating the struggles that sales reps are encountering on a day-to-day basis. If you seriously want to challenge your sales team, you may need to solicit feedback on what they believe is preventing them from doing their best work. Their answers may surprise you, while also giving you a real opportunity to make innovating and advantageous changes.

6. Problem Solving Skills

A sales person will encounter hundreds, if not thousands, of objections during the course of their career. There will be the routine objections that you become used to, alongside more unique reasons why customers are not willing to invest.

While you’ll never be able to completely eliminate objection, there are ways to minimize the amount of rejection you face throughout the day. Problem solving skills are selling skills when it comes to learning to meet apprehension head on and find creative solutions.

7. Negotiation Skills

With an increasing amount of competitors vying for customer attention, negotiation has become an expected part of sales. Customers anticipate that they will be able to negotiate with their sales person, which means that sales reps need to come to the negotiation table ready to negotiate.

Great negotiation skills don’t entail conceding unnecessarily; the skilled negotiator knows how to find solutions that work for both parties, resulting in a win-win scenario that keeps everyone satisfied.

About the Canadian Professional Sales Association

Since 1874, we’ve been developing and serving sales professionals by providing programs, benefits, and resources that help you sell more, and sell smarter.

Contact us today at [email protected] or 1-888-267-2772 to see how we can help you and your team reach new heights in sales success.

https://www.cpsa.com/resources/articles/six-critical-selling-skills
https://www.cpsa.com/resources/articles/7-essential-selling-skills-every-sales-person-should-know
https://www.cpsa.com/resources/articles/never-stop-developing-these-5-selling-skills

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Sales is Really About Solving Problems

Effective people are those who can look at a problem and say, “how can I solve this?” They move through life with an attitude that gets them through every obstacle in their path simply because they have the ability to meet challenges head-on, look for solutions, and solve problems.

Some of the most effective problem solvers are salespeople. But they don’t become successful by selling things to people, they become successful by solving problems.

Selling isn’t a matter of trying to convince someone to buy something, but rather a matter of identifying a person’s needs and showing them how a product can help.

Here are four reasons why sales is really about solving problems:

1. Products are invented to solve problems

When you think about products like vacuum cleaners, space heaters, silverware, portable water bottles, fans, light bulbs, and paper towels, it’s obvious they were created with a pain point in mind. Vacuums suck up the dirt from our rugs, space heaters keep us warm in the winter, and light bulbs give us light when the sun goes down.

Every product ever invented was designed to solve some kind of problem, even if only for a few people. Before these products were met with heavy competition on the market, they were easy to sell based on the obvious problems they solved.

In today’s market, heavily saturated with competition in every industry, salespeople have to be more creative than ever to demonstrate that their brand solves the problem more efficiently than the others. For this reason, successful salespeople are not only able to solve people’s problems, but they’re critical thinkers as well .

Salespeople need to know their products inside and out. The must be able to gain a deep understanding of their prospects as well. They become successful by looking for unique ways their product can solve the specific problems their prospect is facing.

2. People don’t buy products, they buy solutions and convenience

When a salesperson is really good at what they do, they’re commonly told they could sell ice to an Eskimo. The joke is that Eskimos are surrounded by ice, so you must be really good if you can get someone to buy something they already have free access to.

The real point most people miss is that if an Eskimo buys your ice, you didn’t sell them the ice. You sold them the convenience of not having to go out and get it themselves. Think of it like fast food. Everybody knows they can go to the grocery store to buy the ingredients needed to make a hamburger for far less money than they’d pay at Burger King. But the convenience of having someone else prepare it for you and hand it to you through a drive-thru window is what you’re really paying for.

Successful salespeople can always find ways to solve problems people didn’t even know they had by asking the right questions, connecting with their prospect, and finding ways their product creates more convenience.

3. Every problem is an opportunity for a solution

Henry Ford said, “Whether you think you can or think you can’t, you are right.”

Having a “can do” attitude is what creates success from what would otherwise be a failure. Underneath this attitude is a strong conviction that a solution exists and it just needs to be found. People with a “can do” attitude doesn’t give up easily, and find solutions to problems in the most creative ways.

Because they see every problem as a challenge and an opportunity, they’re the ones who make it to the top while everyone else is still trying to find the stairs.

And they’re not just making lemonade out of lemons by seeing opportunity in obstacles. They know that growth can only occur with a challenge because if everything were easy all of the time, there would be no reason to grow.

You want solutions-oriented people on your sales team

Solutions-oriented people are always looking for ways to solve any problems they’re facing. And they also know the original problem may not be the root of the problem. They’ll use their critical thinking skills to analyze and redefine the problem when necessary.

And although they may end up with the highest number of sales, they just might solve some internal problems, proving themselves to be a valuable asset to any sales team.

About Author

Larry Alton

Larry Alton is an independent business consultant specializing in social media trends, business, and entrepreneurship. Follow him on Twitter and LinkedIn.

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12 Essential Skills in Sales to Master

Whether you're a budding sales rep or a seasoned professional, mastering a variety of essential skills in sales can dramatically elevate your sales game. At the heart of every successful sale is a blend of art and science – a combination of innate talent and learned abilities.

In this article, we're diving deep into the 12 essential skills for sales that every salesperson needs to master. From the subtle art of effective communication to staying a step ahead with market and tech trends, we've got you covered.

Our goal is to arm you with the tools and insights you need to excel in your sales career. So, let’s explore each skill with practical tips and actionable strategies that you can apply immediately.

1. The Power of Words: Effective Communication

In sales, words aren't just words; they're the tools that open doors, build bridges, and, most importantly, close deals. It's no secret that effective communication is one of the top skills for sales success, but what does that really mean in the day-to-day life of a sales professional?

Clarity in Communication

First and foremost, it's about clarity. Your ability to articulate the benefits of a product or service in a clear, concise, and compelling manner can be the difference between a sale and a missed opportunity.

Remember, you're not just selling a product; you're selling an idea, a solution. The clearer your message, the easier it is for your prospects to envision this future.

Effective communication in sales isn't just about what you say, but also about how you say it. Your tone, pace, and even body language play a crucial role in how your message is received. A confident, enthusiastic tone can be infectious, making your pitch more persuasive.

Similarly, your non-verbal cues - like maintaining eye contact and using open gestures - can build trust and rapport with your clients.

Tailor and Personalize your Messaging

Another key aspect of effective communication is the ability to tailor your message to your customers. A one-size-fits-all approach rarely works in sales. Treat each of your customers as an individual which means that every single one has unique needs, pain points, and preferences.

By customizing your message to address these specific aspects, you make your pitch more relevant and personal, increasing the chances of a successful sale.

Finally, let's not forget the power of listening – an often-overlooked part of communication. Effective sales communication is a two-way street. Listening to your clients not only helps you gather valuable information but also shows respect and builds trust. But we’ll go a bit deeper into that in the next section.

Effective communication in sales is about more than just talking; it's about connecting, understanding, and persuading. It's a skill that, when mastered, can take your sales game to new heights.

2. The Art of Active Listening

Have you ever been in a conversation where it feels like the other person is just waiting for their turn to speak rather than truly listening? In sales, falling into this trap can be a deal-breaker. Mastering active listening is truly an essential component of effective sales communication and successful sales interactions.

According to an analysis by HubSpot , which examined over 25,000 sales calls, salespeople who spent more time actively listening than talking were the top closers in their organizations.

Active listening is all about fully engaging with your client. It's not just hearing the words they say, but understanding the deeper messages behind them. When you actively listen, you're not only picking up on the client's needs and pain points but also on their emotional cues.

By repeating back what the customer has said in your own words, you not only show that you're listening but also confirm your understanding.

This understanding enables you to tailor your response more effectively, aligning your pitch with their specific requirements and desires.

How to Practice Active Listening

Active listening starts with your mindset. Approach each sales conversation with genuine curiosity. Be interested in what the client has to say, and show this through your body language. Nodding, maintaining eye contact, and leaning in slightly can all signal that you're attentively listening.

Then, there's the power of mirroring and paraphrasing. By repeating back what the customer has said in your own words, you not only show that you're listening but also confirm your understanding. This practice can often uncover hidden needs or concerns that you can address in your pitch.

Handling Objections: How Active Listening Helps

Handling objections is another area where active listening shines. Instead of seeing objections as hurdles, view them as opportunities to further understand and ultimately satisfy the customer’s needs. When they raise an objection, listen carefully to the underlying concerns and address them thoughtfully.

Remember, active listening in sales is about creating a dialogue where the client feels heard, understood, and valued. When you master this art, you build stronger relationships, uncover valuable insights, and pave the way for more successful sales outcomes.

So, next time you're in a sales conversation, take a moment to really listen. It's amazing what you can learn when you truly tune in.

💡Sales resistance is an opportunity to uncover customer needs and develop a solution. By understanding the reasons behind the resistance, you can better build trust and create more successful outcomes. Read more about

3. Emotional Intelligence: Reading Between the Lines

Emotional intelligence: It's not just about what you say or how you say it, but also about how well you can read and respond to the emotions of others. Emotional intelligence, or EQ, is the ability to understand and manage your own emotions while also being sensitive to the emotions of your prospects and customers.

It's about picking up on those non-verbal cues, the subtle shifts in tone, or the unspoken concerns behind a question. That’s why emotional intelligence is an essential skill for sales professionals.

Another aspect of EQ is emotional regulation. Sales can be a rollercoaster of highs and lows, and managing your emotions in the face of setbacks or rejections is crucial. Keeping a level head and maintaining a positive attitude, even when things don't go as planned, can set you apart as a sales professional.

When you're emotionally intelligent, you can create a deeper connection with your clients, making your interactions more effective and empathetic.

How to Improve Emotional Intelligence

So, how can you boost your EQ? Start by practicing self-awareness. This skill can take you far both personally and professionally.

Be mindful of your own emotional state during sales interactions. Are you truly present, or are you distracted? Are you feeling pressured to close the deal, and is that affecting your communication? Being aware of your own emotions allows you to manage them better and stay focused on the client's needs.

Practicing Empathy in Sales

Empathy plays a huge role in emotional intelligence. It involves putting yourself in your client's shoes and genuinely understanding their perspective.

When you empathize with your clients, you're better equipped to address their concerns and build trust. This doesn't mean just sympathizing with them; it's about truly understanding their business challenges and personal motivations.

Note this: emotional intelligence in sales isn't about manipulation. It's about creating authentic connections and understanding the human element in every transaction. By honing your EQ, you'll not only see better sales results but also build lasting relationships with your clients.

4. Captivating Presentation Skills

What turns a good presentation into a great one? The secret lies in storytelling, a skill that's become essential in the sales toolkit. It's not just about presenting facts and figures; it's about weaving them into a narrative that resonates with your audience.

Storytelling in sales is about creating a narrative around your product or service that engages and captivates your audience. It’s transforming features and benefits into relatable stories that illustrate how your solution can solve real-world problems.

Remember, people may forget the specifics of what you said, but they'll remember how you made them feel.

Incorporate Storytelling in Your Presentations

So how do you incorporate storytelling into your presentations? Start with understanding your audience. What are their challenges, goals, and aspirations? Once you know this, you can craft a story that aligns with their needs.

Use real-life examples, case studies, or even hypothetical scenarios that paint a vivid picture of the benefits your product or service offers.

The structure of your story is also crucial. Every good story has a beginning, middle, and end. Begin by setting the scene and presenting the problem your audience faces. The middle is where your product or service comes in as the hero that provides a solution. And the end should leave your audience with a clear call to action and a vision of their improved future.

💡The science behind storytelling is deeply rooted in the human brain's hardwired preference for narratives. Storytelling has been part of human evolution, and it is a survival skill. Read more about

Remember that storytelling is not just about the content; it's also about delivery. Use your voice, gestures, and visuals to bring your story to life. Vary your tone and pace to build excitement or highlight key points. And the best storytellers are also great listeners. Pay attention to your audience's reactions and be ready to adapt your story on the fly.

Enhancing your presentation skills with storytelling is a powerful way to connect with your audience on a deeper level. It makes your message memorable and sets you apart in a crowded sales landscape. So next time you prepare for a presentation, think beyond the bullet points and numbers. Think about how you can tell a story that truly engages your audience.

5. Beyond Transactions: Building Lasting Relationships

Building lasting relationships with your clients is about creating a bond that goes beyond mere transactions, turning customers into loyal advocates for your brand.

It starts with understanding that each client is more than just a revenue source; they're individuals with unique needs, preferences, and goals. Your role is to be a trusted advisor, not just a sales rep. This means being genuinely interested in their success and providing value beyond your products or services.

Consistent and open communication is key to building these relationships. Check in on them, ask for feedback, and offer your support. This ongoing engagement shows that you care about their experience and are committed to their satisfaction.

Another important aspect is reliability. Be someone your clients can count on. Keep your promises, be punctual in your responses, and always maintain professionalism. Trust is built over time, and reliability is its cornerstone.

Finally, be proactive in addressing problems and offering solutions. Don’t wait for clients to come to you with issues. Anticipate their needs and offer help before they even have to ask.

6. Expertise at Hand: Product Knowledge

For sales professionals, deep product knowledge isn't just about understanding the features and benefits. It’s also about being able to articulate how your product can solve specific problems and enhance your clients' lives or businesses.

But why is product knowledge such a game-changer in sales? First off, it builds credibility. When you can speak confidently about your product, answer questions in detail, and provide relevant examples, you gain trust. Clients are more likely to buy from someone who clearly knows what they’re talking about.

Moreover, strong product knowledge allows you to tailor your pitch more effectively. You can align the features of your product with the unique needs and pain points of your client. This customization makes your pitch more compelling and relevant.

How to Enhance Product Knowledge

So, how can you deepen your product knowledge? Regular training is key. Stay updated on product developments, new features, and case studies. But don’t just stop at your product. Understand the broader industry context and how your product fits within it. This comprehensive view helps you anticipate questions and provide more insightful answers.

Another aspect of product knowledge is understanding the competition. Knowing how your product stacks up against others in the market enables you to highlight its unique advantages and handle objections more effectively.

7. Embrace Adaptability

Being adaptable in sales means having the agility to navigate shifting markets, evolving customer needs, and the constant introduction of new technologies. It keeps you competitive.

In a field where yesterday’s strategies may not work today, the ability to pivot and embrace new approaches is key to staying ahead. Whether it's adapting to a new sales tool, changing market trends, or a different client approach, flexibility ensures you're always at the top of your game.

Adaptability also enhances your problem-solving skills. Sales often involve unexpected challenges, and being adaptable allows you to think on your feet and find creative solutions.

Cultivating The Skill of Adaptability

So, how can you cultivate adaptability in your sales career? Start by embracing a mindset of continuous learning. Stay curious about new sales methodologies, technologies, and industry trends. The more you know, the more easily you can adapt to new situations.

Another key aspect is to be open to feedback. Constructive criticism can be a powerful tool for improvement. Listen to feedback from clients, peers, and managers, and use it to refine your approach.

Lastly, don’t fear failure. Be bold in trying new strategies or approaches. Even if they don’t always work out, each attempt is a learning opportunity that can enhance your adaptability.

8. Effective Negotiation Skills

Mastering negotiation skills is about striking a balance where both parties feel they have gained value. Good negotiation isn't about winning at the other's expense; it's about finding a solution that benefits everyone.

In business negotiations , there are two main types of rationales: constraint and disparagement. Constraint rationales focus on the buyer's limitations, like budget constraints, while disparagement rationales criticize the offered product or service.

A study by Alice J. Lee and Daniel R. Ames found that sellers respond more favorably to constraint rationales. This is because they tend to view disparagement as inaccurate and rude, leading them to maintain their prices, whereas they are more likely to believe and empathize with buyers' financial constraints.

In business negotiations, there are two main types of rationales: constraint and disparagement. Constraint rationales focus on the buyer's limitations, like budget constraints, while disparagement rationales criticize the offered product or service.

Effective negotiation starts with preparation. Know your product or service inside out, understand your client's needs, and have a clear idea of your deal-breakers and flexibilities. Being well-prepared gives you the confidence to negotiate effectively.

This is also when active listening is also a critical component. By truly understanding your client's perspective, you can tailor your proposal to align with their interests. Clear, straightforward communication builds trust and facilitates a smoother negotiation process.

Finally, don’t be afraid to think creatively. Sometimes, the best solutions come from thinking outside the box. Be open to alternative ideas that can create a win-win situation for both parties.

9. Prospecting: Identifying and Reaching Potential Clients

Prospecting is the lifeblood of sales. It’s about sifting through the market to find the golden opportunities – those clients who are most likely to benefit from and purchase your product or service.

The first step in effective prospecting is defining your ideal customer. Who are they? What are their needs and challenges? Understanding your target audience helps you focus your efforts on the most promising leads.

Utilizing the right tools and techniques is also crucial. Whether it’s leveraging social media, networking events, referrals, or cold calling, each method has its strengths. The key is to find the mix that works best for you and your market.

Prospecting leads is also about qualifying them. Not every prospect is a good fit. Spend time to evaluate whether a prospect is likely to convert into a client. This ensures you invest your time and resources in the most promising opportunities.

💡Understanding your prospect is the cornerstone of any successful deal and sales discovery questions are vital to grasping your prospect's core needs and challenges. Here's

Remember, persistence is key in prospecting. It’s often a game of numbers and patience. Don’t get discouraged by initial rejections. Keep refining your approach, learn from each interaction, and stay committed to the process.

10. Strong Collaboration Skills

For sales reps and leaders, the ability to collaborate effectively with colleagues, cross-functional teams, and even customers can significantly improve deal efficiency and enhance the sales process. It's about pooling diverse skills and perspectives to achieve common goals.

Effective collaboration starts with clear communication. Whether it’s within your sales team or across different departments, ensuring everyone is on the same page is crucial. Another important aspect is understanding and leveraging each team member’s strengths.

Everyone brings something unique to the table – be it exceptional product knowledge, technical expertise, or customer insights. Recognizing and utilizing these strengths can elevate your sales strategy.

Collaboration also extends to working with your customers. Involving them in the sales process, understanding their feedback, and aligning your solutions with their needs create a sense of partnership. This approach not only improves customer satisfaction but also fosters loyalty and trust.

11. Data-driven Analytical Skills

In today’s data-driven world, understanding and utilizing data is essential for making informed decisions, identifying trends, and tailoring strategies to meet market demands.

Data analysis in sales involves more than just looking at sales figures; it’s about interpreting a variety of data points to gain deeper insights. This can include customer behavior patterns, market trends, sales cycle lengths, and much more. By analyzing this data, you can identify what’s working, what’s not, and where there are opportunities for growth.

One key benefit of data analysis is improved targeting. By understanding who your best customers are and what they need, you can focus your efforts more effectively. This targeted approach not only increases the chances of sales success but also enhances the efficiency of your sales process.

Another aspect is predictive analysis. By looking at historical data, you can forecast future trends and prepare accordingly. This proactive approach allows you to stay ahead of the curve and adapt your strategies to changing market conditions.

To make the most of data analysis, it’s important to use the right tools. Whether it’s CRM software, analytics platforms, or other data tools, having the right technology at your disposal can make data analysis more accessible and actionable.

12. Staying Updated with Market and Tech Trends

Being updated with the latest market and tech trends means you're always ready to meet the changing demands of the industry and your clients. It's about being proactive, not reactive. Whether it's a shift in consumer behavior, a new market segment emerging, or changes in industry regulations, being in the know allows you to adjust your strategies and stay relevant.

Tech savviness is equally important. With technology playing a crucial role in sales, from CRM tools to AI and data analytics, staying tech-savvy helps you streamline your processes, enhance efficiency, and offer better solutions to your clients. Embracing new technologies can revolutionize the way you approach sales, from prospecting to closing deals.

So, how do you stay updated? Make it a habit to regularly read industry publications, follow thought leaders, and participate in webinars and professional forums. Networking with peers and attending industry events can also provide valuable insights and keep you informed of the latest trends and technologies.

As we wrap up this comprehensive guide on essential skills for sales, it’s clear that being a successful sales professional is about much more than just making sales. It’s about mastering a diverse set of skills that enable you to communicate effectively, build lasting relationships, adapt to change, and stay informed.

From honing your negotiation and prospecting skills to leveraging data analysis and staying tech-savvy, each skill plays a vital role in shaping your sales journey. Remember, these skills are not just to be learned but to be continually practiced and refined.

So, whether you’re a sales rep starting out or a seasoned leader, keep these essential skills in mind. Invest in yourself, embrace continuous learning, and stay adaptable. With these skills in your arsenal, you’re well-equipped to navigate the exciting world of sales and achieve lasting success.

Here’s to your sales journey – may it be fulfilling, successful, and always ahead of the curve!

Learn next:

What Is Solution Selling? A Complete Guide

Solution selling is one of the most effective approaches to selling regardless of business size.

Erin Hueffner

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Salespeople who push a particular product or service before they understand the customer give the whole industry a bad reputation. Our State of Sales research shows that 87% of business buyers expect sales reps to act as trusted advisors. That’s why solution selling is such an important technique for you to master. You show your prospects you fully understand the challenges of their business and that you’re here to help solve them.

Let’s look at how this proven sales approach can help you hit — and surpass — sales targets.

What you’ll learn:

What is solution selling, how does solution selling differ from product selling, why is solution selling important, when should you use solution selling, what are the steps of solution selling, pros and cons of solution selling, level up your game with ai conversation insights.

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Solution selling is a sales technique that focuses on your customers’ needs and pain points and provides recommendations to solve them.

In the years since this method was introduced to the world of sales, solution selling has become a customer-centric alternative to the previously standard approach of “box pushing.” Where box pushing focuses on selling product features and specs in, more or less, the same way to all prospects, solution selling brought a whole new level of customization and consultation that focuses on each customer’s specific needs.

Solution selling focuses on the customer and the problems they’re experiencing. Like box pushing, product selling focuses on the product and selling as many of them as possible — regardless of whether or not the customer needs the product. This shift in perspective means that solution selling is a more consultative and relationship-focused process than product selling.

For example, product selling promotes a specific product or service by emphasizing its features and benefits and working through a script that pushes the product. Customers may or may not have a clear problem or need that the product solves; the focus is solely on selling. There’s also very little follow-up or consultation involved in the process.

Solution selling, on the other hand, uses active listening to uncover what a customer’s problems are, then offers recommendations that address those problems. It’s very consultative, and can lead to a long-term relationship and repeat business.

At its heart, solution selling is all about the ROI that your prospect can get out of your recommendations, not pushing features on them in hopes of making a sale. This builds trust-based relationships and meets the prospect’s need to work with someone who puts their best interest at heart.

Rather than focusing on your product’s features and benefits, solution selling is centered around your prospects’ needs:

What are their goals and pain points?
What problems and challenges are they facing?
What is the outcome that can solve their needs?

Solution selling means being both empathetic and practical . The seller should go beyond the surface-level handshake and really understand the buyer’s industry, challenges, and goals. When you walk in your customer’s shoes and understand their pain points from the inside out, you are much more qualified to tailor the right solution to them.

There’s a cliche that sales is all about building rapport based on small talk. Solution selling goes deeper. Rapport is based on knowing your customer. Maybe they’re about to have a merger, or they’re experiencing challenges with the supply chain. The solution seller’s role is to provide insight that helps customers see a vision of a better future.

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Solution selling can be an effective way to approach any sales scenario. However, it’s most effective when you’re working with prospects who need a solution to a unique or “niche” problem. This often occurs in industries that feature the following characteristics:

High-value sales and long sales cycles focused on software systems, industrial or manufacturing equipment, or IT consulting
An inventory marked by evolving technology such as telecommunications and healthcare
Significant regulatory compliance requirements, such as those in the pharmaceutical and finance industries

It’s called “solution” selling and not “product” selling for a reason: you’re selling a solution, a recommendation, or an outcome. To talk about an outcome, you need to understand the challenges and needs of where your prospect is now.

Here’s a series of steps you can follow when perfecting your own solution sales techniques:

1. Understand your customer

Effective sales conversations only happen when you understand your customer. So, start there!

First, explore your company’s buyer personas to familiarize yourself with the type of organization, person, and pain points you’ll be dealing with most often. This information is theoretical, and you’ll need to make adjustments when you interact with a real client, but it’s a smart place to start.

Next, read up on the industry and research particular customers you plan to meet. Your customer relationship management product may help you do this using artificial intelligence (AI).

Finally, use your discovery call with a potential client to ask leading questions and learn more about them. Start with the following and see where the conversation takes you:

What is your biggest priority this year?
What obstacles stand in your way?
What solutions have you already tried?
What do you stand to lose if you can’t fix this problem?
What do you stand to gain if you can?

By allowing your understanding of the customer to develop 1:1, you’ll capture a clear and detailed picture of the customer’s circumstances and needs. You’ll then be able to assess how your solution will fit into the bigger picture.

2. Understand your products

Solution selling may not be about selling product features, but it’s still important to understand them. After all, your product’s features are the reason you’re able to solve your customer problems. Once you have an overview of your customer’s basic needs, you’ll have the context you need to be able to map your products’ features to those challenges to identify potential solutions.

Here are a few things you can do to quickly build up your understanding of your product’s features:

Attend a live or pre-recorded demo of your product. A live or recorded product demo gives you a good sense of how customers are introduced to your product. It will also walk you through the most straightforward use cases of the product for you to learn.
Listen to recorded sales calls or customer calls. Many organizations use call recording software to capture real-life customer feedback. Incorporate “listening tours” with customers into your routine so you can stay up-to-date with how they perceive your product.
Take notes. Build a habit of taking notes and summarizing what you learn from prospects in a notebook or digital app. Reflect on these notes weekly and curate your own body of knowledge about your product’s features.

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3. show clients exactly what they’re missing.

After completing the first two steps, you’ll be well on your way to a solution selling process that’s tailored to your customer’s needs, and not just a generic list of features on a sales sheet. Why? Because you’ll have a deep understanding of the problems they’re experiencing, and you’ll understand the priority of those problems. You can then map each problem to a solution or feature available in your product, and paint a picture of how this problem can be solved holistically.

For example, let’s say you’re selling a cloud-based business technology solution to a small manufacturing business. Their sales reps keep losing deals because of supply chain forecasting issues. The real problem? They don’t have real-time inventory information to react and adjust proactively.

Here’s what your product offers that can serve as a solution: Real-time inventory information for every stakeholder and a single source of truth will ensure they’re always on same page. With this, they can efficiently identify and get ahead of any challenges related to the supply chain. As you share these details, be sure to show them how they can succeed with your partnership, don’t tell them how your product works.

4. Close the deal and maintain the relationship for the future

The relationship-focused approach of solution selling continues throughout the sales funnel all the way up to closing the deal and beyond. In fact, our State of Sales Report highlights that the ongoing relationship with a customer is a growing area of focus for sales teams: 80% of sales reps say maintaining customer relationships after the close is increasingly important, and 92% say they are at least partially evaluated on post-sale metrics like customer value and customer retention

Every sales strategy has benefits and drawbacks, and solution selling is no exception. If you’re thinking about this approach, here are some pros and cons to consider.

Pros of solution selling

Focuses on the customer’s long-term success. Solution selling focuses on the customer’s long-term vision for their business and emphasizes eliminating challenges that are limiting their growth. This approach builds up a partnership based on trust and mutual benefit, rather than a temporary, transactional relationship. By working with you, your customer gains access to more efficiency in their business, and you capture a potentially recurring source of revenue — it’s the definition of win-win.
Customized to each customer. Solution selling grows out of a 1:1 relationship with a customer, resulting in a well-designed, well-implemented recommendation that’s unique and customized to each customer. This should lead to a happier customer who is more likely to return for your input and recommendations again and again.

Cons of solution selling

Time commitment. Solution selling works for almost every sales scenario. But because you must prioritize long-term value and ROI over short-term gains, you will need to invest significant time and energy in building recommendations and a long-term relationship with a prospect.
High-touch. Solution selling requires the salesperson to be intimately familiar with the customer and engage in in-depth conversations about their business needs, ultimately requiring more per-customer research and time in conversation than other kinds of selling.
Longer sales cycles. Partly because of the increased frequency of meetings and partly because of the customization of the solution itself, solution selling can require a longer sales cycle or cadence than other kinds of selling.

Build trusted relationships with solution selling

In the years since solution selling debuted, the sales mindset has been moving from “Always be closing” to “Always be helpful.” As sales becomes less about the volume play and more about the quality play, the focus has to shift to customers’ needs and delivering real value. Solution selling does exactly that.

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Erin Hueffner is a writer from Madison, Wisconsin. Her career spans two decades in tech, journalism, and content marketing. At Salesforce, Erin’s work focuses on sales fundamentals and best practice content for Salesblazers. Erin has a bachelor’s degree in English from the University of ... Read More Wisconsin-Madison.

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Problem with Most Salespeople: Sell a Drill
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Problem Solving in Sales: 7 Techniques To Improve Your Skill
How To Improve Your Sales Problem-Solving Skills 1. Improve your sales acumen with expert-led sales training programs. Sales acumen is the combination of skills, knowledge, and experience that empowers you to excel at selling. This includes: Understanding and empathizing with customer pain points; Anticipating customer needs proactively
Effective Problem-Solving Strategies for Sales Professionals
To solve a problem, you need to identify it, conceptualize solutions, decide on the best solution and then put the solution into action. While all problem-solving strategies approach these steps differently, each step is integral to the process, so let's take a look at the four steps in detail. 1. Identify and define the problem.
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Here's how you can develop the problem solving skills sales executives look for in their team members. Powered by AI and the LinkedIn community. 1. Cultivate Curiosity. Be the first to add your ...
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Don't keep it at the surface level, dig deep and constructively. Ask enough questions to get to the root cause of client problems. Bring a value-add point of view to the discussion. - Maureen ...
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7 Problem Solving Skills Marketing Managers Need & How to Improve Them
4. Communication. Communication skills are the foundation of problem solving and one of the top leadership skills. As a manager, you need to be able to articulate your opinions, brainstorm with a colleague, and give feedback to a direct report. Being a good communicator also helps you relay your decision on a solution and align everyone to ...
Why The Talent of Problem Solving is Essential for Sales Performance
Sellers who are strong in the talent of Problem Solver have the innate ability to anticipate problems and find a way around them. They can brainstorm, think creatively, and come up with solutions. These sellers take a big picture view of the sales process. They look long-range, see problems that might arise, and figure out ways around them ...
20 Sales Skills: Must-Have Skills for a Successful Career
Sales professionals with strong persuasion and influencing Sales Skills can sway customer decisions, drive sales, and foster long-term customer relationships. 9) Problem-solving skills Mastering problem-solving skills is essential to overcoming challenges, addressing customer needs, and achieving Sales success.
Why Being a Problem Solver is Important in Sales
The art of being a problem solver entails getting good at interviewing your prospect, thoroughly. Alongside building good rapport, the interview/questioning process will help you uncover problems that your potential client is facing. And, it will also help them realize that they made a good decision by choosing to move forward with you.
Sales Problem Solver's Skills
Each of these skills can separately add value to every sales manager's performance. When applied in the form of a structured problem solving framework, it becomes very powerful. Problem Framing Skills. The first step in solving business problems is knowing exactly what is the problem that has to be solved. This might sound like a no-brainer.
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The ability to tell that story clearly and specifically while also being tailored to a prospect's circumstances is an absolutely crucial part of our sales strategy. Independent problem-solving and the ability to partner with different teams has been critical for my team's success."
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Problem-Solving Skills Definition. Problem-solving skills are the ability to identify problems, brainstorm and analyze answers, and implement the best solutions. An employee with good problem-solving skills is both a self-starter and a collaborative teammate; they are proactive in understanding the root of a problem and work with others to ...
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These essential sales skills can be divided into soft skills, which are interpersonal and emotional intelligence skills, and hard skills, which are more technical and specific to the sales process. ... Problem-Solving. Problem-solving in sales involves identifying challenges that potential or existing clients face and developing effective ...
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Problem-solving skills A primary reason customers purchase a good or service is to solve a problem or meet a need. For example, a person shopping for a new car is likely interested in investing in a vehicle that can get them from place to place in a reliable and stress-free manner. ... Good prospecting skills for sales employees include ...
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The example interview responses are structured using the STAR method and are categorized into the top 5 key problem-solving skills recruiters look for in a candidate. 1. Analytical Thinking. Situation: In my previous role as a data analyst, our team encountered a significant drop in website traffic.
7 Essential Selling Skills Every Sales Person Should Know
Problem solving skills are selling skills when it comes to learning to meet apprehension head on and find creative solutions. 7. Negotiation Skills. With an increasing amount of competitors vying for customer attention, negotiation has become an expected part of sales. Customers anticipate that they will be able to negotiate with their sales ...
Sales is Really About Solving Problems
Selling isn't a matter of trying to convince someone to buy something, but rather a matter of identifying a person's needs and showing them how a product can help. Here are four reasons why sales is really about solving problems: 1. Products are invented to solve problems. When you think about products like vacuum cleaners, space heaters ...
12 Essential Skills in Sales to Master
Whether it's adapting to a new sales tool, changing market trends, or a different client approach, flexibility ensures you're always at the top of your game. Adaptability also enhances your problem-solving skills. Sales often involve unexpected challenges, and being adaptable allows you to think on your feet and find creative solutions.
7 Problem-Solving Skills That Can Help You Be a More ...
Although problem-solving is a skill in its own right, a subset of seven skills can help make the process of problem-solving easier. These include analysis, communication, emotional intelligence, resilience, creativity, adaptability, and teamwork. 1. Analysis. As a manager, you'll solve each problem by assessing the situation first.
8 Skills Every Sales Manager Should Have
Top sales managers use their rational problem-solving skills to anticipate potential issues and figure out proactive steps to resolve them, while maintaining control over their emotions. Rational problem-solving helps sales managers stay calm under pressure and maintain objectivity in their decision-making.
What Are Problem-Solving Skills? Definitions and Examples
Active listening. Analysis. Research. Creativity. Communication. Decision-making. Team-building. Problem-solving skills are important in every career at every level. As a result, effective problem-solving may also require industry or job-specific technical skills.
What Is Solution Selling?
Solution selling is a sales technique that focuses on your customers' needs and pain points and provides recommendations to solve them. In the years since this method was introduced to the world of sales, solution selling has become a customer-centric alternative to the previously standard approach of "box pushing.".
How To Become A Salesforce Consultant (With Salary And Skills)
Problem-solving skills Salesforce consultants are required to be excellent problem-solvers. They are tasked with helping businesses troubleshoot issues with their Salesforce processes. ... They work closely with sales and marketing teams, using Salesforce as a tool to manage customer data and interactions. Find CRM manager jobs 3. Project Manager
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MindTools
A "SWOT analysis" involves carefully assessing these four factors in order to make clear and effective plans. A SWOT analysis can help you to challenge risky assumptions, uncover dangerous blindspots, and reveal important new insights. The SWOT analysis process is most effective when done collaboratively.