Sales masters understand their customers with empathy, and strive for mutually beneficial win-win solutions that satisfy both parties involved. While no single customer may be 100% pleased, these sales experts understand they cannot be expected to satisfy everyone.
Every Sales Manager, CEO and sales person should strive to foster sales mastery within their teams by using coaching, role plays and structured training programs with measurable metrics as strategies.
Communication
Sales masters understand their customers and can speak their language, including nonverbal communication such as over the phone. People care more about how a product will add value than its features and functions.
Sales masters avoid power struggles and control issues caused by communication based on ego. Instead, they employ collaboration and teamwork techniques that result in an efficient and effective outcome that serves everyone involved.
As part of their coaching for salespeople, utilize Sandler Selling System techniques such as teaching, role plays and reinforcement plans for mastery of key concepts and implementation effectiveness. This will improve comprehension as well as implementation effectiveness.
Emotional Intelligence
Sales masters understand that people have different ways of viewing the world, and take care to listen without judgment and see things from another’s viewpoint in order to build relationships with a variety of personality types.
They understand they cannot please everyone, which is why they remain objective when making business decisions and do not allow their egos to get in the way.
Mayer and Salovey developed the 30-item Trait Meta-Mood Scale as one of many instruments designed to measure Emotional Intelligence (EI). It boasts high reliability, convergent validity and acceptable construct validity; Ghuman also developed his EI model which relies upon trait-based and self-report measures [4, 5, 6].
Adaptability
Master sales people possess the unique skill of listening to customers and speaking their language, understanding customer needs and problems while finding solutions to add value. Furthermore, they understand that most communication between people is nonverbal; master sales people are adept at reading body language of customers they interact with.
They can learn from both positive and negative sales experiences – including their own mistakes – without being led astray by emotion or pride.
Adaptability in the workplace is a valuable skill to possess for many reasons, including career advancement and creating an engaging work environment. Being flexible to change is key for success and positive attitude in response to it – the Sandler Methodology offers various sales training courses to assist teams with this effort.
Flexibility
Cultivating sales mastery requires cultivating multiple skills that may be challenging to teach, yet can be developed through coaching, role plays and reinforcement with measurable metrics. One effective strategy to help your sales team develop sales mastery would be implementing a system of coaching including pre-call and call coaching as well as teach-backs so they can assess their understanding of new concepts or skills, and encouraging leadership roles within training programs.
Our sales training program offers weekly classes designed for high achievers in sales who recognize that to excel, they must practice, learn, and be challenged. Each interactive training session includes Sandler Selling System lessons, activities, case studies and additional sales tools.
Time Management
Sales masters understand that people are drawn to them because of their ability to listen with empathy and work towards finding win-win solutions without injecting themselves or their egos into the process, without criticizing or judging others.
They possess a deep knowledge of customer emotions and the motivations for purchasing decisions, and are adept at communicating this effectively in order to form long-term relationships with clients.
To help your sales team attain sales mastery, it is crucial that a streamlined selling process be established which covers every step from lead identification through closing deals. Implementing coaching, role plays, strong reinforcement plans and teach-backs will enable salespeople to gradually improve their performance over time and continue meeting or exceeding sales targets.