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10 Sales Skills to Help You Excel at Work

10 Sales Skills to Help You Excel at Work

Of course, developing your sales skills is critical when your goal is to sell a service or a product. However, one of the lesser known benefits of sales skills is that they help you to become more persuasive and influential at work, regardless of your profession.

Much of the time that you spend at the workplace consists of influencing people. For example, you might want them to provide you with a deliverable or with some type of information, or you are asking them to support a project.

In all of these cases, you are requesting that people give up something in exchange for something else. You are asking them to give some of their attention span, credibility, time, or resources so that you can get your job done.

Yes. You are selling them. Therefore, developing and improving sales skills is vital in any profession. Here are 10 of these skills that everyone should know to gain a competitive edge in the workplace:

1) Research

Gather information to help you better understand the general context and all the stakeholders.

How would you expect somebody to believe you are trying to help them when you haven’t done your basic homework?

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It’s one of the most important sales skills. If you do your research properly, you’lll be perceived as a competent person to work with and you’ll avoid those blunders that are hard to recover from. Research can involve searching on google, checking social media, or calling contacts in your network who can give you a better grasp of what’s really going on.

2) Build rapport

Keep conversing and find similarities.

Without rapport, talking is meaningless. Your coworkers are still human beings, not pawns that can be manipulated at will. Make the effort to treat them as such. Ask them about their hobbies, their family, and their job. However, don’t forget to talk about yourself–it must be a two-way street.

3) Ask questions

Be curious.

Skilled salesmen ask questions – and so should you. Understanding the real needs of the other person is the start of success.

Asking questions will help you to understand and influence the other person. When you are using questions, you are always keeping your coworker engaged. You are gathering feedback, which will lead to mutual solutions that will make you shine at work. Questions are a weapon of choice in your sales skills toolbox.

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4) Listen actively

Listen. Really listen.

Are you really listening to the other person? With active listening, you are constantly checking whether you have properly understood your coworkers. How many presentations have you sat through and taken nothing away from?

With active listening, you are honoring the other person’s time and yours as well. The secret of active listening is to reformulate what you have heard and check with your coworker that is what was originally meant. This great sales skill is truly beneficial at work.

5) Gain trust

Earn trust with impeccable behavior.

Would you buy from someone you don’t trust? Or would you want to rely on someone you don’t trust?

Trust is the basic foundation of teamwork. Gaining trust is a sales skill that you should definitely apply in the workplace. It requires transparency and sticking to your promises. If you do so, you will naturally gain more and more trust from your colleagues.

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6) Make difficult decisions confidently

Make decisions like a leader.

Salespeople need to constantly make decisions, such as choosing which prospect to prioritize, what solution to propose, or when to close. The greatest decisions require courage, because choosing a solution means giving up opportunities. Young salespeople learn this skill very early in their careers.

If you also learn to decide and serenely say NO to new opportunities and YES to others, you are giving yourself more chances to succeed at work.

7) Be creative

Find unique and tailored solutions.

Your colleague may have a problem that they have been struggling with for weeks or months. If you manage to be creative enough to help them find a solution, they will be so thankful that they’ll welcome any opportunity to return the favor.

Creativity is one of those words that gets tossed around a lot, but it comes naturally when two or more people talk together openly. New ideas are just old ideas seen from a new perspective. Think outside the box!

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8) Tell stories

Use narratives that engage. Your colleagues, like prospective customers, are busy. It is difficult for them to give you their full attention.

If you want your information to stand out from the rest, you may need to wrap your message in a story. Stories help people contextualize new information into something that is meaningful to them. We’re all trained to shut up and listen when somebody starts a story.

9) Seal the deal

Alec Baldwin kept repeating the ABC of Sales, “Always Be Closing,” as he was playing the charismatic and take-no-prisoner-style sales trainer in the film Glengarry Glenn Ross.

You need to influence your coworkers to explicitly commit. Whether you ask them for a confirmation email or simply shake hands in agreement, you need to seal the deal. People will be far more likely to follow through if you do this.

10) Network

Find new opportunities.

Salespeople might be looking for new prospects, while you might be looking for new positions. Every opportunity counts, and you could very well find a new and exciting opportunity by going to Jen’s birthday event in the break room.

Every friend starts as a stranger, and establishing a network of friends in your business will yield new and exciting opportunities.

Featured photo credit: Bells Design – gratisography.com via media.lifehack.org

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Last Updated on March 29, 2021

5 Types of Horrible Bosses and How to Beat Them All

5 Types of Horrible Bosses and How to Beat Them All

When I left university I took a job immediately, I had been lucky as I had spent a year earning almost nothing as an intern so I was offered a role. On my first day I found that I had not been allocated a desk, there was no one to greet me so I was left for some hours ignored. I happened to snipe about this to another employee at the coffee machine two things happened. The first was that the person I had complained to was my new manager’s wife, and the second was, in his own words, ‘that he would come down on me like a ton of bricks if I crossed him…’

What a great start to a job! I had moved to a new city, and had been at work for less than a morning when I had my first run in with the first style of bad manager. I didn’t stay long enough to find out what Mr Agressive would do next. Bad managers are a major issue. Research from Approved Index shows that more than four in ten employees (42%) state that they have previously quit a job because of a bad manager.

The Dream Type Of Manager

My best manager was a total opposite. A man who had been the head of the UK tax system and was working his retirement running a company I was a very junior and green employee for. I made a stupid mistake, one which cost a lot of time and money and I felt I was going to be sacked without doubt.

I was nervous, beating myself up about what I had done, what would happen. At the end of the day I was called to his office, he had made me wait and I had spent that day talking to other employees, trying to understand where I had gone wrong. It had been a simple mistyped line of code which sent a massive print job out totally wrong. I learn how I should have done it and I fretted.

My boss asked me to step into his office, he asked me to sit down. “Do you know what you did?” I babbled, yes, I had been stupid, I had not double-checked or asked for advice when I was doing something I had not really understood. It was totally my fault. He paused. “Will you do that again?” Of course I told him I would not, I would always double check, ask for help and not try to be so clever when I was not!

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“Okay…”

That was it. I paused and asked, should I clear my desk. He smiled. “You have learnt a valuable lesson, I can be sure that you will never make a mistake like that again. Why would I want to get rid of an employee who knows that?”

I stayed with that company for many years, the way I was treated was a real object lesson in good management. Sadly, far too many poor managers exist out there.

The Complete Catalogue of Bad Managers

The Bully

My first boss fitted into the classic bully class. This is so often the ‘old school’ management by power style. I encountered this style again in the retail sector where one manager felt the only way to get the best from staff was to bawl and yell.

However, like so many bullies you will often find that this can be someone who either knows no better or is under stress and they are themselves running scared of the situation they have found themselves in.

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The Invisible Boss

This can either present itself as management from afar (usually the golf course or ‘important meetings) or just a boss who is too busy being important to deal with their staff.

It can feel refreshing as you will often have almost total freedom with your manager taking little or no interest in your activities, however you will soon find that you also lack the support that a good manager will provide. Without direction you may feel you are doing well just to find that you are not delivering against expectations you were not told about and suddenly it is all your fault.

The Micro Manager

The frustration of having a manager who feels the need to be involved in everything you do. The polar opposite to the Invisible Boss you will feel that there is no trust in your work as they will want to meddle in everything you do.

Dealing with the micro-manager can be difficult. Often their management style comes from their own insecurity. You can try confronting them, tell them that you can do your job however in many cases this will not succeed and can in fact make things worse.

The Over Promoted Boss

The Over promoted boss categorises someone who has no idea. They have found themselves in a management position through service, family or some corporate mystery. They are people who are not only highly unqualified to be managers they will generally be unable to do even your job.

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You can find yourself persistently frustrated by the situation you are in, however it can seem impossible to get out without handing over your resignation.

The Credit Stealer

The credit stealer is the boss who will never publically acknowledge the work you do. You will put in the extra hours working on a project and you know that, in the ‘big meeting’ it will be your credit stealing boss who will take all of the credit!

Again it is demoralising, you see all of the credit for your labour being stolen and this can often lead to good employees looking for new careers.

3 Essential Ways to Work (Cope) with Bad Managers

Whatever type of bad boss you have there are certain things that you can do to ensure that you get the recognition and protection you require to not only remain sane but to also build your career.

1. Keep evidence

Whether it is incidents with the bully or examples of projects you have completed with the credit stealer you will always be well served to keep notes and supporting evidence for projects you are working on.

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Buy your own notebook and ensure that you are always making notes, it becomes a habit and a very useful one as you have a constant reminder as well as somewhere to explore ideas.

Importantly, if you do have to go to HR or stand-up for yourself you will have clear records! Also, don’t always trust that corporate servers or emails will always be available or not tampered with. Keep your own content.

2. Hold regular meetings

Ensure that you make time for regular meetings with your boss. This is especially useful for the over-promoted or the invisible boss to allow you to ‘manage upwards’. Take charge where you can to set your objectives and use these meetings to set clear objectives and document the status of your work.

3. Stand your ground, but be ready to jump…

Remember that you don’t have to put up with poor management. If you have issues you should face them with your boss, maybe they do not know that they are coming across in a bad way.

However, be ready to recognise if the situation is not going to change. If that is the case, keep your head down and get working on polishing your CV! If it isn’t working, there will be something better out there for you!

Good luck!

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