CLOSING MAKIN BANYAK PAKE 10 SOFT SKILL INI JUALAN JADI MUDAH

Tom MC Ifle

24 Dec 201913:50

Summary

TLDRThe 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.

Outlines

00:00

😀 The Importance of Soft Skills in Sales

This paragraph emphasizes the significance of soft skills in the sales industry, highlighting that technical knowledge ranks 24th out of 30 in terms of success factors, while soft skills are paramount. Soft skills are defined as intrinsic abilities to influence others, with research indicating that attitude accounts for 89% of closing deals, compared to only 11% attributed to technical aspects. The narrative contrasts individuals with strong product knowledge but poor attitudes who struggle to close sales, with those who may have average product knowledge but excel due to their positive demeanor. The paragraph introduces a BPR being coached, whose technical skills are average but who achieves excellent results in sales due to strong customer relationships. It concludes by stating that soft skills, including ethics, communication, and emotional intelligence, are crucial for sales success.

05:02

😃 Mastering Essential Soft Skills for Sales

The second paragraph delves into the specific soft skills that sales professionals should master. It lists ten key skills, starting with 'Rapport,' the ability to quickly build trust and genuine relationships, which is vital for creating a comfortable environment for conversation. 'Setting expectations' is the next skill, which involves clearly communicating the value and limits of a product or service to appear professional and trustworthy. The paragraph also touches on the importance of empathy, understanding the customer's motivations and 'hot buttons,' which can make a salesperson the first choice for the customer. It mentions the example of a coach being considered number one in their field due to their empathetic approach. The paragraph also briefly introduces 'anticipation' as a skill, which is the ability to foresee and address customer needs before they arise.

10:02

😄 Advanced Soft Skills for Effective Sales

The third paragraph continues the discussion on soft skills, focusing on 'anticipation' and 'attraction.' It explains that anticipating needs involves showcasing the value one can provide to the customer, which is crucial for standing out. 'Attraction' is about presenting oneself as a trustworthy individual through communication, appearance, and social media presence, which can significantly influence customer perception. The narrative includes a real-life example of a salesperson who failed to make a sale due to poor personal presentation, contrasting with the success of a well-groomed and professional salesperson. The paragraph also covers 'flexibility,' the ability to adapt to situations and turn complaints into closing opportunities. It discusses 'discovering' needs through detective-like questioning and 'encapsulation,' simplifying complex information for easier customer understanding. 'Storytelling' is highlighted as a powerful tool in presentations, and 'cross-selling' is introduced as a strategy to offer additional products once the customer's needs are understood. The paragraph concludes by encouraging the audience to apply these skills in their sales practices.

Mindmap

Keywords

💡Soft Skills

Soft skills refer to a person's ability to interact effectively with others. They include communication, emotional intelligence, and interpersonal skills. In the context of the video, soft skills are emphasized as being more critical to sales success than technical knowledge. The script mentions that attitude accounts for 89% of the influence in closing deals, highlighting the importance of soft skills over technical knowledge, which only accounts for 11%.

💡Rapport

Rapport is the ability to quickly build a trusting relationship with others. It involves showing sincerity and creating a comfortable environment for communication. The video script uses the term to illustrate how establishing a genuine connection with customers can lead to successful sales, contrasting it with a transactional approach that focuses solely on closing deals.

💡Expectation Setting

Expectation setting is the ability to manage the expectations of prospects by providing clear and professional guidance on what can be delivered and what cannot. The script mentions that failing to set proper expectations can lead to a lack of professionalism and trust. It gives an example of a salesperson who overpromises, which can ultimately damage the customer relationship.

💡Empathy

Empathy is the capacity to understand and share the feelings of others. In sales, it involves recognizing a prospect's motivations and 'hot buttons' to tailor the sales approach accordingly. The video script emphasizes the importance of empathy in making a salesperson the first choice for a customer, as it allows for a more personalized and effective sales strategy.

💡Anticipation

Anticipation in sales refers to the ability to foresee and address a customer's needs before they are explicitly stated. The script describes anticipation as a critical skill that demonstrates value by preemptively meeting customer expectations. It gives an example of a salesperson who anticipates the customer's need for low-cost, environmentally friendly products, thus positioning themselves as a valuable partner.

💡Attraction

Attraction in the sales context means presenting oneself in a way that is trustworthy and appealing to customers. This includes not only physical appearance and communication style but also digital presence like social media. The video script uses the term to highlight how a sales professional's personal brand and demeanor can influence customer attraction and, consequently, sales success.

💡Flexibility

Flexibility in sales is the ability to read a situation and adapt one's approach accordingly. It involves turning complaints into opportunities and leveraging weaknesses as strengths. The script provides an example of a salesperson who can transform a customer's initial resistance into a closing opportunity by being flexible and responsive to the customer's concerns.

💡Discovering

Discovering, as used in the script, refers to the process of uncovering a customer's needs, preferences, and decision-making criteria through probing questions and active listening. It is a detective-like skill that allows salespeople to gather valuable insights, which can then be used to tailor their sales pitch effectively. The video script illustrates this with the example of a sales call where detailed questions are asked to understand the customer's business process and needs.

💡Encapsulation

Encapsulation in sales is the skill of simplifying complex information into easily digestible terms for the customer. This is particularly important when dealing with technical products or concepts that may not be familiar to all customers. The script mentions encapsulation as a way to make the sales pitch more accessible and understandable, thus increasing the likelihood of a successful sale.

💡Storytelling

Storytelling in sales is the art of conveying information and ideas through narratives that engage and resonate with the audience. The video script notes that 63% of customers prefer hearing stories over technical data, emphasizing the power of storytelling to connect with customers on an emotional level and make a lasting impression. It suggests that salespeople should be able to weave a compelling narrative around their products to enhance sales effectiveness.

💡Cross-Selling

Cross-selling is the strategy of offering additional products or services to a customer who has already purchased from you. The script describes cross-selling as a natural extension of the sales process, where after understanding the customer's needs through discovery, a salesperson can identify and propose other relevant products that the customer might benefit from, thus increasing the overall value of the transaction.

Highlights

Technical knowledge ranks 24th out of 30 in success in recruitment, while soft skills are number 1.

Attitude accounts for 89% of the influence on closing deals, with only 11% being technical.

Some people have excellent product knowledge but fail to close deals due to poor attitude.

Conversely, some have average product knowledge but close deals effectively due to good behavior.

A BPR example is given where technical ability is average, but customer relationships lead to successful closing.

Salespeople with poor soft skills can still have poor closing despite being technically skilled.

Leaders with ethics, communication skills, and emotional intelligence are more successful in closing deals.

Soft skills influence the success of sales, and there are 10 key ones to master in sales.

Rapport is the ability to quickly build trust and natural relationships.

Setting expectations is crucial in making the sales pitch feel professional.

Empathy involves understanding a prospect's motivations and 'hot buttons'.

Anticipating needs is about demonstrating value and showing what the customer is looking for.

Attraction means presenting oneself as trustworthy through communication and appearance.

Flexibility is the ability to read situations and adapt behavior or attitude accordingly.

Discovering involves deep questioning to uncover customer needs and decision-making processes.

Encapsulation is simplifying complex information to make it easier for customers to understand.

Storytelling in presentations is more engaging for customers than just data or technical details.

Cross-selling is identifying additional products or services that the customer might need during the sales process.