Selling skills are the tools salespeople use to connect with customers, create long-term relationships and build value for both the customer and the business. They include written and verbal communication, effective listening, empathy, and more. Nearly everyone can think of a time when a salesperson made their buying decision easy by providing valuable insight and information, asking well-thought-out questions, demonstrating genuine interest in their concerns and needs and connecting product features with those requirements.

Empathy is the ability to understand and share a client’s emotions. It is a crucial skill that allows salespeople to listen for verbal and non-verbal cues, as well as to truly understand a customer’s pain points and fears, even if they are not explicitly expressed. It is also a critical aspect of building trust with the customer, which leads to greater satisfaction and retention.

Salespeople need a deep understanding of the product they are selling, including its specifications and applications, to help them provide accurate and relevant information to their customers (Amor 2019; Churchill et al. 2000; Futrell 2006). They must also stay up-to-date on new products and technology, as well as the regulatory framework that impacts them.

This study contributes to the existing sales literature by empirically verifying a seven-dimensional seller skills framework (Verbeke, Dietz and Verwaal 2011; Churchill et al. 1985). Sales managers can benefit from this research by focusing on improving the reported categories of seller skill level to improve their sales performance. online marketplace

By Admin

Leave a Reply

Your email address will not be published. Required fields are marked *