CLOSING MAKIN BANYAK PAKE 10 SOFT SKILL INI JUALAN JADI MUDAH

Summary

The script emphasizes the importance of soft skills in sales, highlighting that they rank first in success over technical knowledge, which is 24th out of 30. It discusses the significance of attitude in closing deals, where 89% is attributed to attitude and only 11% to technical skills. The speaker shares insights on various soft skills crucial for sales success, such as building rapport, setting expectations, empathy, anticipating needs, attraction, flexibility, discovering customer needs, encapsulation, storytelling, and cross-selling. The talk also includes real-life examples and coaching experiences to illustrate the impact of soft skills on sales performance.

Takeaways

• 😀 Soft skills are more critical to success in sales than technical knowledge, with attitude accounting for 89% of the impact on closing deals, compared to only 11% for technical aspects.
• 🔍 Technical knowledge ranks 24th out of 30 possible competencies for success in recruitment, emphasizing the lesser importance of technical skills in the sales field.
• 🤝 Building rapport quickly is essential in sales, as it helps establish trust and comfortable communication with customers.
• 🎯 Setting expectations is crucial; it involves presenting the product professionally and managing customer expectations to avoid overpromising.
• 🧐 Empathy is key in sales; understanding the customer's motivations and 'hot buttons' can make a salesperson the first choice for the customer.
• 🔮 Anticipating needs is important; a good salesperson should be able to predict and address customer needs before they are even expressed.
• 💡 Attraction involves presenting oneself as a trustworthy and positive individual, both in person and through digital presence, to attract customers.
• 🔄 Flexibility is vital for salespeople, as it allows them to adapt to different situations and turn complaints into opportunities.
• 🕵️‍♂️ Discovering involves deep probing and understanding of the customer's processes, needs, and decision-making criteria, akin to detective work.
• 📦 Encapsulation is the ability to simplify complex information into easy-to-understand terms, making it accessible to customers of all technical levels.
• 📚 Storytelling is favored over technical data; 63% of customers prefer hearing stories related to the product rather than just data.
• 🔄 Cross-selling is a strategy where, after understanding the customer's needs, a salesperson can offer additional products that the customer may also need.

Q & A

What is the significance of soft skills in sales according to the transcript?

Soft skills are crucial in sales as they are ranked number 1 in influencing closing deals, with technical knowledge ranking much lower at 24 out of 30. Attitude is highlighted as a significant factor, with 89% of closing success attributed to it, compared to only 11% to technical knowledge.

What is the role of Rapport in building sales relationships?

Rapport is the ability to quickly build a relationship and establish trust naturally. It involves showing sincerity in maintaining relationships, which is essential for creating a comfortable environment for communication and ultimately for closing sales.

How does setting expectations impact the sales process?

Setting expectations is about providing clear guidance to prospects on what is being sold and how it is presented professionally. Failing to set proper expectations can lead to a lack of trust and professionalism, while setting them correctly can enhance the prospect's perception of the product or service.

Why is empathy important in sales?

Empathy is the ability to understand the motivations of the prospect, including their 'hot buttons' or key drivers. By understanding these motivations, a salesperson can become the first one considered by the customer, thus increasing the chances of closing a deal.

What does it mean to anticipate needs in sales?

Anticipating needs is the ability to show value by predicting what the customer is looking for before they express it. This proactive approach can make the salesperson stand out and be seen as a valuable partner rather than just a seller.

How does attraction play a role in sales?

Attraction involves presenting oneself as a trustworthy individual through communication, appearance, and thoughts. It's about being perceived positively by the consumer, which can be influenced by factors like social media presence and personal demeanor.

What is the importance of flexibility in sales?

Flexibility is the ability to read a situation and adapt one's approach accordingly. It's about being able to turn a complaint into a closing opportunity or transform a weakness into a strength, which is essential for effective sales negotiation.

Why is discovering needs crucial for a salesperson?

Discovering needs is about deeply understanding the customer's requirements through detailed questioning and exploration. This detective-like approach helps in uncovering the customer's decision-making process and criteria for choosing a vendor, which is vital for tailoring the sales pitch.

What is encapsulation in the context of sales?

Encapsulation is the ability to simplify complex information into digestible terms for the customer. It involves explaining technical or intricate details in a way that is easy to understand, making the sales pitch more effective.

How can storytelling enhance a sales presentation?

Storytelling can make up to 63% of a sales presentation more engaging for customers. It involves sharing relatable narratives that connect with the product or service, which can be more persuasive than just presenting data or technical specifications.

What is cross-selling and why is it important?

Cross-selling is the practice of offering additional products or services to a customer based on their needs uncovered during the sales process. It's important because it can increase the overall value of the transaction and enhance customer satisfaction by addressing multiple needs.