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Our 15 tips to improve your sales skills

Being successful at sales requires a particular skill set. Studies have found that those who go through sales training can be 15+% more effective at closing deals and improve profit margins too. With that in mind here are our 15 top tips for improving your sales skills.

  1. Invest time in training. Training will help you to hone specific skills, gain more insight and understanding of the process as well as how to make the results that you’re aiming for happen.
  2. Work on being a confident communicator. It may be useful to tackle a big fear to help improve this skill – public speaking. Around three quarters of us hate public speaking and yet it can be essential for everything, from product demos to sales presentations. The more you practice public speaking the better you’re likely to get at it and the more confident a communicator you’ll be.
  3. Ask others. If something goes wrong, ask for advice from others about why they thought that was and what they would have done differently.
  4. Include roleplay. Anything can happen in a sales situation and roleplay can help you to be prepared for it. Practice every day situations as well as the more challenging, such as overcoming common objections, extreme conversations and finding out why prospects are stuck.
  5. Stay up to date. The sales industry is constantly changing and you can improve your sales approach by staying informed, whether that’s via publications or podcasts.
  6. Review your sales calls. A review approach will allow you to identify if the same issues are coming up repeatedly and to find a different way to tackle this next time around. Your attitude, authenticity and how well you grasp buyer pain points will all be important.
  7. Look for a mentor. A quality coach can help you improve performance by at least 19%. Look for a successful sales person who will be able to provide feedback and advice, as well as inspiration and participation in roleplay.
  8. Be ready for questions and objections. If you’ve practiced and prepared for this it won’t throw you off track when it happens.
  9. Work on prospecting. For example, use techniques such as warm calls and webinars.
  10. Listen to feedback. Constructive feedback is crucial to improving your sales skills. When you get it be open to it even if it’s hard to hear, as this will enable you to identify a path to improvement.
  11. Be authentic. It’s important to understand how to build a rapport with a customer and most of the time this starts with having authentic conversations about work or life.
  12. Try different closing techniques. There are lots of approaches you can take to closing a sale, such as a summary close where you reiterate key information in order to move the sale on.
  13. Iterate on your sales cycle. This will make it easier to improve both skills and numbers.
  14. Learn how to listen. Active listening and paying attention are essential for a sales person, whether that’s with respect to identifying potential obstacles and helping to close the deal.
  15. Track and monitor. Set yourself goals and track how far you get each month. Identify metrics, such as close rate, so you can compare your progress from one month to the next.

If you want to improve your sales skills these 15 tips will provide a firm foundation.

Find out more by booking onto our Advanced Selling Skills training course…

In-House Training with PTP

PTP stands for Practical Training for Professionals and our aim is to make our training as practical as possible so delegates can return to the workplace with skills they can implement immediately. PTP now delivers training to over 40% of the FTSE 100.

What you get for your money

What is 1-to-1 training?

1-to-1 training can be based on any of the 100 plus courses that PTP provides, it includes an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site one to one training session at your premises with one of PTP's expert trainers and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

You have the option of a line manager being involved in both telephone conferences, the second telephone conference which can be for feedback and action planning is generally scheduled during the on-site visit.

Who does 1-to-1 training suit?

Individuals taking on a new challenge or responsibilities. Professionals who want a trusted "sounding board" and thinking partner. Executives or managers who want to enhance their leadership effectiveness to achieve organizational and career success. Executives and professionals wanting to compete successfully but still retain balance in their life. Individuals who want to understand their blind spots so that they don't stand in their own way on their path to success. Executives and Professionals who want to improve their interpersonal skills so as to be more effective with bosses, peers, subordinates, or people in general. How much does 1-to-1 training cost?

A 1-to-1 training session costs from as little as £400 + VAT and will include an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site training at your premises and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

What is U-Choose?

Choose from any of the 150 plus courses that PTP provides, and choose from 1 of our 50 plus UK wide training venues. You must book for 2 or more delegates and at least 4 weeks in advance, but that’s it, the course you want where you want it. The reason we ask for a minimum of 4 weeks notice is to enable us to market the course you have scheduled to other companies and organisations. However, if we fail to sell any additional places we guarantee to run the course just for you.

How much does U-Choose Training cost?

U-choose costs the same as our normal open courses i.e. the normal delegate rate. This includes lunch and refreshments throughout the day, framed certification and comprehensive training notes. A U-Choose booking can only be confirmed once we receive payment which can be made via credit/debit card, BACS or cheque. Payment is due at least 4 weeks before the date you request. Please note to be eligible for U-Choose you must book a minimum of 2 delegates on the same course & date.