Selling skills are considered to be a key driver of sales performance in business marketing practice (Amor 2019; Churchill et al. 1985; Verbeke, Dietz, and Verwaal 2011). However, little is known about the structure of seller skill-level dimensions in B2B settings. This study empirically tests a seven-dimensional framework to identify and understand the sales skills that have an effect on sellers’ objective and subjective sales performance in a B2B setting of tangible products.
A key component of high-level sales skills is the ability to empathize with customers and their situations. It allows salespeople to connect with the customer on a deeper level and deliver a more personalized sales experience. This is a crucial aspect of building long-term relationships with buyers and helping them succeed.
A common mistake made by many salespeople is jumping into feature-and-benefit presentations without first demonstrating any value to the prospect. This can cause the prospect to become frustrated and shut down. A more effective approach is to focus on highlighting the challenges that a prospect mentioned in their opening statements and showing how your product can help solve those problems.
A good way to hone these skills is by partnering with a sales mentor. Mentors can provide valuable insight into your current selling strategy and offer suggestions on ways to improve. There are also a variety of sales training courses available both online and in person. Some of these courses even offer certifications that can be added to your resume and help set you apart from the competition. skills selling