Selling Skills for B2B Sales Managers

Even if you’re not in sales, at some point, you’ll have to sell something (be it an idea, your team or yourself). In fact, almost every interaction you have over the course of your professional career involves selling. From internal meetings with colleagues to client calls, and from networking events to presentations at conferences, the ability to move others to action is an essential skill.

Effective communication is a critical sales skill, whether it’s written or verbal. It’s a core part of the customer experience, and it allows you to build credibility and rapport with prospects, as well as effectively manage your team.

Demonstrating your understanding of a prospect’s problem and challenges is a powerful way to show real value. This is especially true when it comes to products or services that require an upfront investment to achieve a return.

When it comes to sales conversations, most prospects will come with relatively similar situations and challenges. This is why it’s so important to have a set of consistent questions that you ask your prospects as you take them through the disqualification process. Scripting these questions ahead of time is one of the most useful strategies for improving your sales conversational abilities.

This study empirically verifies the validity and reliability of Verbeke, Dietz, and Verwaal’s (2011) conceptual framework considering four principal areas of B2B seller skills, identified as sales performance drivers — product knowledge; customer knowledge; sales technology; and degree of adaptiveness. This framework offers a valuable tool for B2B sales managers to evaluate their sellers and improve their overall sales performance. skills selling

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