5 Soft Skills Every Salesperson Needs to Get Ahead

In the past, the stereotypical successful salesperson was seen as aggressive and pushy, someone who artfully mastered the near-bullying tactics that ultimately closed the deal. And how did that success show?If it showed in the numbers, it was assumed that this person was a real winner when it came to selling.

Today’s consumers as well as the sales associates to which they flock, are much more savvy. Suspicions tend to arise when we’re confronted with the old slick sales tactics; most people will walk away-fast. The sales-client relationship has evolved and the most successful salespeople know how to cultivate that customer relationship to the advantage of closing the deal-and future business with that client.

Aren’t some individuals just more cut-out for a career in sales? Or, can sales success be learned? And, if so, why are there so many who fail miserably when it comes to sales, and others who ride the wave of success for years?

While personality, charm, and charisma do play a huge role in sales success, there are a few other attributes that will get you to the table again and again. And yes, these are qualities which can be cultivated, especially if you believe your skills are lacking.

The Ability to See Growth as a Good Thing

This particular skill is necessary, especially if you’re going to develop the accompanying soft skills you need to succeed. The rigid, fixed mindset, in many sales relationships today, can be a turnoff. Technology and business are changing constantly, and it’s up to you to find the best way to implement those changes to your customer’s benefit. If you don’t take the lead in a changing environment, your customer won’t follow.

Being able to recognize the positivity in growth gives you an extreme advantage over your competitors. Growth, and change, can serve you well as they strengthen your natural talents and add to the skills in your wheelhouse. In order to work on your ability to “grow with the flow”, it is essential to learn to embrace your failures and misfortune as opportunities to grow. Reflect back on those incidents of failure in your past, and recognize how much you learned from them.

The Ability to Be Coached

Just as the ability to see growth and change as good things is an essential skill to success, so is the ability to be coached and mentored. No one likes to admit they need to improve, especially once they have achieved a certain level of success. But change is constant in business and with new technologies being developed and put to use seemingly overnight, it’s vital to put aside the ego and open yourself up to being coached. Those who are recognized for their ability to listen to constructive coaching, and implement the feedback are immediately more valuable to the company.

Stay open to the advice of management, especially if it is given to you directly. Keep your manager in the loop and communicate with him or her directly. At the end of your customer meetings, or your work day, list the areas where you feel there’s room for improvement and come up with ideas to help you progress. Not only will you be growing and developing your skills, you’ll be practicing that ability to change and be coached.

An Empathetic Nature

Understanding how the customer thinks and feels and why they think and feel that way is more beneficial to sales the relationship than push or aggressive tactics. When you employ an authentically empathetic nature it will be easier for you to understand your potential customers pain points, and to anticipate their next course of action. This enables you to plan for and expect certain behaviors. By intuitively knowing what may come next, you can make adjustments as necessary to allow the agreement to progress.  When you read your customer right, you can anticipate budget concerns, time constraints, or that customer who wants everything yesterday.

Develop your empathetic side by imagining yourself, literally, as your customer. Zero in on his or her hot-button issues. Ask why and really listen. Reinforce your position as their confidante, defender and someone who has their best interests in mind. Wouldn’t you be drawn to someone like that?

The Ability to Communicate Effectively

Communication is key to the success of any relationship. Whether it be work-related, or on a more personal level, being able to communicate effectively with your clients, your manager, and your spouse, or significant other, dictates whether your outcome will be successful or not.

In business there are so many ways to communicate with one another-email, text, voice messages, over the phone, and face to face. It’s easy to get lazy about your communication. Read your audience, as well as the point you’re trying to make. It’s not effective if you request a meeting, or a call-back, for every little detail. That can be a big turn-off to your customer and pretty soon he or she is dodging any communication at all.

If you have a more crucial need to discuss something, go with face to face, if possible, or at least on the phone. Your voice is your tool and the excitement you feel is a powerful way to convince customers. Practice the way you speak to others. Review your objectives before each meeting and reflect on past calls and meetings for strengths and weaknesses. Work on your weak spots, and, if need, find a course in effective communication. This could even be the new skill you develop to aid in your ability to grow.

A Sense of Humility

Humility is a trait that’s easy to have when you’re looking up the ladder. But when you’ve achieved some degree of success, humility can get buried underneath all of the accolades.

When you’re working with potential customers, your humility can help them to trust and respect you and where you’re coming from. You’ll be viewed as someone they want to partner with for their own success.

Don’t pretend to know something if you don’t. Learn to admit “I don’t know” and let them know you’re eager to find out. Then follow up. Own your mistakes. If something is your fault, admit it up front, instead of having it come up later

Develop Your Skills for Success

Not every person possesses all of the skills essential to sales success, but every individual, if they have a desire for a career in sales, can hone these skills, and work with them. The most competent and successful salespeople embrace the new, are open to critical feedback, listen and really hear their clients, can communicate on the same plane, and are humble in their success.

Your winning personality and charm can get you far, but not always far enough. There are a million others who are just as charming and charismatic. Work to develop relationships by utilizing these 5 soft skills and you’ll find yourself in the winner’s circle, time after time.