At some point in your life or career, you’re going to have to sell something. Whether it’s for your personal or professional life and it’s a question we tend to ask – how to improve your selling skills? To be a successful salesperson, you need a particular set of skills. And if you’re a freelancer or a young entrepreneur, most of the time you would lean towards being the “Mr. Nice Guy”. But is this the right approach?
Well, let’s face it…Sales processes keep evolving. While great salespeople have several habits in common – the sales profession has some pretty radical changes. For example, technology is transforming the profession.Technology is transforming the profession – to win at selling, sales professionals much acquire a certain set of selling skills. Click To Tweet
In today’s sales game – the customer is king. To win at selling, you must acquire a certain set of selling skills. If you notice, there are many selling courses out there. These days you can learn and improve yourself by learning from brilliant mentors. But no matter how much you learn and how well you train – the nature of your work depends on the customer. With the internet at our fingertips, your customers have the ability to basically change the whole evolution of the buyer’s journey.
Now, when that happens, what do you do? The shifts in behavior should be taken seriously and if you’re a freelancer, you need to constantly be on the lookout for new ways and unique skill sets that could improve your selling skills.
Now, before we get into the points of how to improve your selling skills, I want to share this video with you about 5 most powerful sales questions.
Attend Sales Training
According to a case study by Rain Group a client who went through sales training closed 15.2% more deals. On top of that, the profit margin on sales-won improved by 12.2%. This means that having the right training is decisive. But with the behavior change in the customer – you must change too. Your skills need to be adjusted accordingly.
With that said, can you really expect any return on investment (ROI) from your sales training? The effectiveness of sales training for an organization or a sales professional may include several factors. Such as the competitive economic and market condition. To help answer that question, here is a research report by Sales Readiness Group (SRG) – The global market for sales training is estimated at $2.54 billion in 2017 – this research consists of 287 sales professional in the business to business (B2B) roles. It focuses on exploring how they see the value of receiving sales training.
But the best thing about the selling skills is that it’s one of the jobs that won’t be replaced by artificial intelligence (AI)
This is a skill that will always be relevant. But how can you improve your selling skills? How can you get out of the “being too nice to clients” and improve your closing rates while facing objections head-on?
You have to build your skills on multiple levels. It’s not really only about closing in person – it’s also about closing in print. According to HubSpot, 14% of issues in sales are related to successfully scheduling appointments. That’s why, as a sales professional or a freelancer, you need to leverage the right selling skills at the right time to perform and close deals effectively. And the truth is – a good salesperson is also a copywriter. Sometimes, you need to use your written words to compel your customers to get their attention – only then the prospecting starts. It’s like “breaking the ice with your written words.”
So, where do you start from?
Find A Good Mentor
The best way to start improving and growing is to find a good mentor. Working with a mentor or obtain coaching can drastically improve your selling skills. In a study from CSO Insights – when you get a mentor to coach a certain skill, 94.8% of sales representatives meet their quota. So, if you’re a sales rep reading this article, perhaps you can work with your manager to seek mentorship in improving your selling skills.
But what if you’re a freelancer or a business owner…? Acquiring a mentor might give you that drastic change and improvement in your return on investment. You see, we believe that anyone can be a salesperson but not everyone is closer. Closing is a crucial skill in business and as we said in the beginning, at some point, you’re going to have to sell something – personal or professional life.
Having the right mentor can be a very powerful tool for improving your selling skills. But how to find a mentor? When you don’t know who to look for, how will you search for a specific mentor?
Watch this video on 3 ways to find a mentor.
The first thing to keep in mind when approaching a mentor – remember to add value before asking for anything in return. But don’t be afraid to ask for mentorship once you establish the connection. But remember one thing – a mentor’s job is not to bring money to your table – it’s to guide you. Don’t ask for help with a sense of entitlement.
A Roleplay A Day Keeps Poverty Away
Now, let’s say, you’ve invested in yourself with some sales training and you’ve gained some new selling skills. What are you doing to maintain that motivation? Those who have invested in themselves and in being in Dan Lok’s High-Ticket Closing University would know this…A roleplay a day keeps poverty away. Click To Tweet
Just like any other skill – you need to practice closing to get better. That’s why staying in the loop of motivation is of utmost importance for any sales professional. If you have a community to motivate you, then you should have one that will help you get better too. if you have a community, you can role play with anyone –it can be with your partner, friends or family members. Roleplay is an important element if you want to improve your selling skills. Why? Because the more you practice with different types of customers, the higher your success rate is.
Another thing that’s important about role-playing is practicing the tone of your voice. Since there are different types of customers, you also have to work on mastering human psychology. If you do this, it’ll be a fast and easy process when you seal a deal.Field sales are moving towards becoming a 60-minute teleconference Click To Tweet
Now you must be wondering how exactly to perform a role-play or how to test your closing skills… Again, you can do this with anyone that’s around you. Your partner, friend or family members. You need to practice managing your time on the phone, using a different kind of voice, handling objections, etc…
Objection Handling – Expect The Unexpected
“Your product is too expensive…”
“Let me think about it…”
When a prospect agrees to an appointment with you, it means they have the interest to purchase or to know more about your product and service. Now, when you get to the point where you’re on the phone and face an objection, what do you to? Most sales professionals, when they face an objection – normally they don’t continue. And when that happens, you might lose a potential customer.
Objection handling is the most crucial part of sales. Why? Because you don’t want to give your prospects a chance to say “no”. And if you don’t make the sale today, you will not make the sale tomorrow. So, curating your closing script to handle objections is by far more important than any other selling skills you can learn.
Some salespeople even have an argument with their customers – pressuring them into backing down. Now, that’s not how a closer would handle an objection. A closer speaks with finesse and if a prospect is not ready or does not fit its criteria – it’s okay to decline and let the sale go. But then again, the whole objective is to close the sale. So how will your selling skills achieve that sale?
Communicate In A More Unique Way
Handling objections is not only about making a sale. In our day to day life, we come across many objections. For example, when you’re trying to get a client, basically you’re selling yourself. Knowing how to communicate in a unique way puts you on top of the list with your clients. It can be useful in everyday life too. What if you want to eat french fries but your partner wants you to eat a bowl of salad – how to use your selling skills to get yourself out of that and get to do what you want? Do you see what I mean?
Now, let’s talk about how can communication help with improving your selling skills.
Foster Discussion To Uncover Their Needs
Fostering a discussion that uncovers the needs of your customers and clients will help you give them the right solution to their problems. To achieve this, you must ask the right questions at the right time. When you uncover the needs, you can present the right solution and have a much more productive and beneficial conversation about your pay too.
Many salespeople work on commission or get paid per project. This is a difficult financial situation to be in. But when you master your closing skill, you can also negotiate your price well. If you are a freelancer – consider setting up a monthly retainer with your client. Once you close your clients on this type of arrangement you will be much more secure financially.
But before we get there – you must be able to engage the customer. Speak to their needs and speak their language. And this goes beyond just the phonecall. You have to be able to communicate with them in print as well as in-person or on the phone. If you know how to write compelling words – that can be an added advantage to your selling skills
Improve Your Copywriting Skills
Buyers don’t like to be closed. They don’t like to be sold. Instead of rambling about your product and service to a buyer – help them. Closing is more of a mindset than a skill. And many sales professionals are lacking that crucial element.
Selling is a life skill. Dan Lok mentored thousands of mentees from over 150 countries. Business owners, young entrepreneurs, freelancers, sales professionals and many more. Before he was closer though, he was a copywriter. That’s actually how he started his career – copywriting was his first high income skill.In order to enhance your knowledge and selling skills – you must be able to write well and move people with your words. Click To Tweet
In today’s digital landscape, combining copywriting with your selling skills can help increase your close rates. Most sales professionals now use email to communicate with buyers. However, that doesn’t mean you should just send any emails. There are a few rules to keep in mind when it comes to copywriting. For example, the less you write – the better. Keep written communications short and sweet.
In one of our recent articles, we wrote about 7 lazy writing techniques and they are:
- Keep it short and simple
- Keep it personal
- Be specific
- Use powerful and compelling words
- Handle objections head-on
- Write catchy headlines and hooks
- Create powerful CTA
Getting critiqued is hard for some people because it hurts their ego. However, if you don’t listen to feedback with an open mind, you might miss out on some helpful suggestions for improvement. Therefore, embracing your feedback is critical if you want to improve your selling skills. So, pay close attention to critiques and questions asked or given by that particular person. (The person who’s providing your feedbacks)Pay close attention to critiques on questions asked or comments given. Although it can be hard to hear, they are the most important lesson enhancing your selling skills Click To Tweet
For example – a film review. You might get a critique that your conversation does not flow as smoothly and that it isn’t authentic – moving too quickly from one sentence to another sentence or asking a question to question…this is gold. with this knowledge, you can fix your dialogue and write a killer screen script.
Establish A Board Of Mentors
One mentor can’t help you achieve all your goals. And why stop with just one mentor? Learning from more than one person can only help you improve as you progress through your professional career. Establish a board of mentors and keep them updated on your life and your progress. Stay connected even after your mentorship with them ends.Always keep your life updates on achievements or pitfalls even if your mentorship period ends Click To Tweet
These are some benefits of having more than one mentor:
- You’ll get several different points of view
- At least one mentor has faced a similar situation a d they can relate to you
- Different areas of expertise to learn new skills like leadership, strategies, copywriting or communication
Final thoughts on selling skills
For some people, selling seems easy and comes naturally. For many others – it’s a matter of skill and practice. You might feel overwhelmed at the thought of pitching a stranger or to nice to confront a customer and handle the objection directly…If you’re a freelancer and you feel you’re always too nice to clients – don’t panic. Selling skills are lifesaving skills and can be learned by anyone – even if you’re not a salesperson.To win at selling – foster the art of discussion and constantly improve your selling skills. Click To Tweet
To help you along on this journey, Dan Lok created this 4-day training. With this, you can foster the art of discussion with your customers. And when you’ve mastered this particular selling skill – it can be used for any product or service that’s available in the marketplace.
And the best part about this certification program, it’s a high-income skill that you can acquire in a short period of time. You can also earn while you learn with full support from a close-knit community of other closers. Over five thousand people graduated from this program and are now making high income with nothing but a phone and internet connection.
How brilliant is that?
Now, if you need help understanding the changes in sales and navigating them, you might find The Perfect Closing Script to be very useful for you. If you are serious about taking your closing skills to the next level and improving your closing rate, then this is the right tool for you. Click here to access it now.