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<\/p>\nOctober 1st is Seller’s Day<\/strong> in Brazil. One of mankind’s oldest professions, it’s celebrated since 1957 in the country, and is a key element to foster continuity for the different business models.<\/p>\n During the pandemic, many professionals had to reinvent themselves and replace face-to-face meetings with digital alternatives, in order to keep on selling. Many have succeeded in their intent, as proven by a study from the Brazilian Society of Retail and Consumer Affairs (SBVC), which recorded 61% increase in on-line purchases throughout 2020.<\/p>\n In this article, we’ve highlighted the key skills for the sales professional of the future \u2013 which includes also how to know well your competitors and making decisions faster.<\/p>\n Keep on reading!<\/strong><\/p>\n To help sellers improve their knowledge and stand out in such a broad and competitive market, we’ve selected the top skills every seller needs, based on Gartner’s Skills every salesperson should master<\/a> 2019 study.<\/p>\n Sellers must have a deep understanding of their products or services, in addition to their industry, so they can identify what their customers need in an easier way.<\/p>\n Besides gaining more agility to close deals, the seller will increase his\/her chances of establishing a trusting relationship at sale time.<\/p>\n Knowing the buyer customer isn’t enough to close a successful negotiation. The seller must also perceive what the other party is looking for, which usually goes well beyond the purchase act.<\/p>\n Nowadays, the experience of the whole process weighs heavily when defining partners. Therefore, clearly understanding what your customers need is the first step to really help them.<\/p>\n Forget generic messages or ready-made sales pitches. As it occurs in B2C, B2B customers are looking for personalized service more and more.<\/p>\n To customize interactions, the salesperson must know the buyer customer’s industry and show ample knowledge of trends, events, market launches, etc.<\/p>\n One big mistake of salespersons is to consider that closing deals as the key goal of their profession. In most situations, customers want also help with a given problem.<\/p>\n For such purpose, any salesperson must keep in mind that, when interacting with a prospect, he will first make sure that his problem will be solved and then close the deal.<\/p>\n By 2025, Gartner expects that 80% of buying and selling interactions between B2B suppliers and buyers will occur through digital channels.<\/p>\n7 skills every salesperson should master<\/h2>\n
1. Show experience in the subject<\/strong><\/h3>\n
2. Understand what the customer wants<\/strong><\/h3>\n
3. Customize your interactions<\/strong><\/h3>\n
4. Help prospects<\/strong><\/h3>\n
5. Use technology to increase your productivity<\/strong><\/h3>\n