In the business environment, competition is fierce today, good products is not enough to conquer the customer – the key is in the sales skills of the staff. An employee whose skills, sale good not only know how to introduce the products, but also understand the needs, builds confidence and brings a positive experience for customers. Therefore, investing in skills development sale professional has become the top priority of many businesses want sustainable growth.
This article Lac Viet SureHCS will comprehensive analysis of the group of core skills, to hone in training sales skills to help businesses, team building, business professional, effective, long-term connection with customers.
1. Learn about sales skills
1.1. Skills sales, what is?
Skills sales is the sum of the capacity, behavior, method helps employees approach customers, introduce products, services and convince them to purchase decisions. Say an easy to understand, selling skills is the “bridge” between enterprise value to bring and the actual needs of customers.
In the environment of modern business, sales skills don't just stop at the “to sell”, but also the ability to build relationships of trust, understanding needs, bringing the most suitable solutions for customers. Therefore, skills training sale for staff no longer is a “supplement” which has become the core strategy to maintain business competitiveness.
Skills sales often includes two main power:
- Hard skillIncludes product knowledge, sales process, technical pegs sale, used tools, CRM manager (customer relationship). This is a group of skills to help employees manipulate, operate, sales efficiency.
- Soft skills: Include communication skills, active listening, understanding customer psychology, critical thinking skills, handling objections. This is a group of skills to be “human”, the decision to ability to create trust and maintain long-term relationships.
For example, an employee know how to ask questions tapping demand (“He/she most interested factors when choosing products?”) can help customers to reveal problems to increase the rate of key application up to 20% compared with employees focus only presented product features.
1.2. The role of sales skills in business activities
Skills sales not only is the personal property of the employee but also a lever for growth core business. A team of sales have good skills to help businesses optimize resources, increase revenue, while strengthening customer relationships.
- Direct impact on turnover, productivity, team: Research of the Salesforce State of Sales 2024 pointed out that the sales staff is trained skills often have rate of achieving sales targets higher than 28% compared with the control group with no training. This proved to invest in skills training sale
- not the cost, which is a profitable investments markedly.
- Increase satisfaction, customer loyalty: Employees professional sales not only help customers to buy the products, but also to help them feel understood.
- Build brand image, business reputation: In the eyes of customers, sales team is the “brand ambassador”. Every interaction is an opportunity to show the professionalism and core values of the business. A sales process is supported by a team have good skills will help construction business image, reliable difference in the market.
Looking from the perspective of human resource management, skills development, sales for the main contingent is investing in capacity long-term competitiveness of the organization. A business has a team of professional sales not only sell more, but also sell better, keep customers longer, build brand more sustainable.
2. The sales skills important for sales, that business need training
Skills development sale not only help employees improve personal efficiency, but also create a direct impact on revenue growth, customer experience. Below is the group skills sales professional that every business should focus on training for her team.
2.1. Communication skills and listening – the foundation of all the sales
Effective communication is the key to open the trust of customers. An employee has good communication skills, know how to ask questions at the right time, to express information clearly demonstrating sincere interest. However, determinants, located in skills active listening – listening not only to answer, that to comprehend.
Real life situation:
A counselor in the software business, reach customers complain about the process of personnel management complex. Instead of hastily introduced software features, the consultant asks the question: “You are experiencing difficulties in any steps in that process?” Listening to details help determine the true needs – from that proposed package suitable solution. Result, customers are not only signed but also introduce additional two other partners.
Value bring to a business:
- Building trust and sustainable relationships with customers.
- Increasing your conversion rate thanks to understand the real needs.
- Reduce cost of sales thanks to access hit right from the start.
2.2. Persuasion skills negotiation – the art of creating value double side
A salesman, not only “selling” products that “selling” is the belief. Persuasion skills help them to present product benefits towards solving problems for customers, instead of just listing the features. Meanwhile, negotiation skills, requires flexibility, understanding psychology, the ability to reach an agreement “win-win” (win-win).
Real life situation:
A sales staff in the field of medical equipment to meet customers concerned about the cost of investment. Instead of lowering the price, the sales analysis, operating costs, save 30% and use efficiency increased by 20% compared with rival products. By convincing based on long-term value, staff were key success contract worth more than double the original.
Value bring to a business:
- Increased ability to negotiate higher value without discounts.
- Improve profit margin, reputable brand.
- Training employees to become “the consulting solution” instead of “sales person”.
2.3. Skills key sale – golden time in the sales process
Latch-sale stage is the decision to switch from potential customers into actual customers. However, many salespeople fail because of lack of skills recognition signal buy or not confident giving out suggestions.
The common signs include:
- Customer question about the sales policy, delivery time or manner of payment.
- Represent a consensus by the questions like “If I choose this package, then...”.
- Suggest experiencing directly, or want to get detailed quotes.
Real life situation:
At a company that provides training services business, customers said: “We are comparisons between the e-learning platform is different.” Employees realize this is a signal of purchase and feedback: “I can send you the demo 7-day trial to experience directly. If appropriate, we can discuss the package deployment tool can next week.” How to close the sale, dexterity, based on specific actions to help customers feel to be proactive and trust.
Value bring to a business:
- Increase the proportion of pegs menu, shorten the sales cycle.
- Reduce loss of customers due to lack of assertiveness.
- Create purchase experience nature, do not apply pressure to the customers.
2.4. Skills handle rejection and complaints – turning objections into sales opportunities
In sales activity, the customer refused or complained is not failure, which is an essential part of the decision-making process. Who has the skills of sales professionals understand that each word of protest both contain important information to help them adjust approach, to evoke the needs and build trust.
To good handling objections, employees need to perform three main steps:
- Listen to understand: do Not interrupt the customer. Let them share of problems to understand the nature of the concern.
- Admit and feel: Instead of uncontested show you understand their feelings. For example: “I understand why you are interested in the cost of the initial investment.”
- Solution chemistry protest: Turn concern into benefits. Evidenced by the data, practical experience or commitment aftermarket clear.
Real life situation:
A client in the retail industry refused to use the software, personnel management, because for that “older employees, difficult to use”. Counselor of the enterprise software does not hurry uncontested that question, added: “He/she can share specific features that render the employee not trouble?” After listening to the advice presented in the demo with a simple interface, there are video tutorials. Result, customers sign a contract because felt is understand and support the fact.
Value bring to a business:
- Keep the photos professional respect from customers, even when not sold the goods.
- Increasing your conversion rate thanks to turn “no” into “can”.
- Reinforce the belief of long-term – the foundation of sustainable relationships between businesses and customers.
2.5. Skills time management, and customer data (CRM) – optimum sales performance
Skills time management, and data are factors that help salespeople to work smarter, not more. In the context of the fiercely competitive market, sellers need to know to prioritize the opportunities that have high value, use customer data to personalize the approach to shorten the sales cycle.
The principles of effective management:
- Prioritize work according to the value: Focus on potential customers have a clear need instead of spreading resources.
- Use data to make decisions: shopping behavior analysis, frequency of interaction, feedback to predict demand.
- Leverage technology support: CRM software helps to store, classify, automatic reminder customer care.
Real life situation:
A salesperson in the company offers office equipment use CRM system to track more than 200 business customers. Thanks to features classified as “level ready to buy”, you only need to focus on the 20 potential customers each week. After three months, the rate of latch units increased by 40% which is not working more hours.
Value bring to a business:
- Maximum efficiency, reduced labor loss of business opportunity.
- Easily assess individual performance through quantitative data.
- Help lead the correct decisions thanks to real-time reports.
The training skills of sale as processing, objection and data management not only help the sales team achieve better results, but also support business building system for sale, sustainable, knowledge-based technology.
3. The training and skills training sale for the efficient staff
Training, skills development, sales is a continuous process, requiring investment business, the right method, right tools. A training program is effective not only help salespeople better, but also form thinking, customer service professional, thereby accelerating the revenue productivity of the whole team.
3.1. Coaching (Coaching) in place
Training directly at the workplace is a form of training “the war”, in which a manager or head of sales group acts as a guide. This method focuses on the observations, suggestions regulate the behavior of employees right in a real-world situation.
Practical example:An insurance company development program coaching 1-1 weekly between team and new employees. In each session, the instructor together with staff to review the consultation call, identify strengths and points for improvement. After 3 months, the rate of key contracts increased by 18%, finishing time skills reduced by half compared to before.
Value to the business:
- Shorten the time integration of the new employee.
- Improve the quality of actual sales instead of just theory.
- Building a culture of learning, positive feedback in the team.
3.2. Internal training combines online learning (E-learning)
Training combination of live and online (blended learning) to help businesses optimize costs, ensure employees are flexible learning, but still align with common goals. Employees can actively learn the theoretical content through e-learning platform, then practice discussed directly with faculty.
Practical example: A business in the retail sector power plant in Vietnam online course “communication Skills, handle objections in sales”. Each employee complete lesson on e-learning system before joining the coaching team at the store. Thanks to that, knowledge is standardized, teachers focus more on practice. After 2 months, the review score of capacity internal sales increased an average of 20%.
Value to the business:
- Save 40-60% of the cost of training (according to IBM Learning Study 2024).
- Easily track the learning process, measuring the effectiveness of training through data.
- Create conditions for every employee to be learned evenly developed, not dependent on geographic location.
3.3. The model of “Learning by Doing” learning through real-life situations
“Learning by Doing” (learning through experience) to help employees form reflected profession firmly through the handling of the situation emulator the same reality. Instead of learning theories dry khan, who learned the practice, false – edit – immediately improve.
Practical example: In the key coaching skills sales professional, a FMCG company (fmcg) organization simulation “version offers direct” for new employees. Each person must present the product, refuse disposal, convince customers in 10 minutes. After each session, faculty, detailed feedback for each act. Results, 90% of students said they are more confident to meet actual customers.
Value to the business:
- Turn knowledge into action specific, easy-to-memorize apply.
- Help students recognize their weaknesses in order to improve timely.
- Advanced ability to improvise and handle real-life situations.
3.4. Built environment feedback two-dimensional
Feedback (feedback) is powerful tool to help employees self-awareness, develop skills constantly. Businesses should create a feedback mechanism between regular employees – management – customers, instead of only periodic reviews.
Practical example: A business technology applied the “Feedback 360 degree” for the sales team. After each project, employees receive feedback from customers, peers and management. This feedback is integrated on the system, helps the individual understand the strengths – weakness of his. After 6 months, the business recorded significant improvement in communication skills and the rate of customer retention.
Value to the business:
- Encourage employees to self-learn, self-regulate behavior.
- Building a culture of transparency, mutual respect.
- Help managers easily identify actual capacity of the team.
4. Software application training tạotrong skills training for sales staff
Although many businesses have been aware of the importance of training, but the deployment still face many barriers:
- High cost: class Organization directly entails costs, hire trainers, travel and stay.
- Lack of personalization: A training program in general not suitable for all employees.
- Difficult to track efficiency: Businesses difficult to assess exactly who learning, ai progress, who need additional support.
- Time constraints: sales Team often move constantly, difficult to arrange participation in training focus.
Software training online Vietnam E-Learning is designed to radically solve the difficulty of this. The system gives businesses a platform, flexibility training, modern, easy to deploy.
Outstanding value of the solution:
- Learning anytime, anywhere: Employees can learn on the computer or phone, is not limited in time or place.
- Customize the content of training: easy Business building course is suitable for each location – for example, skills pegs sale for groups, business skills, customer care for support.
- Track progress, assess capacity: the System automatically recorded the duration of studies, test results and certification. Management can measure the effectiveness of training according to KPI clear.
- Increased interactivity: Employees are join virtual classes, group discussions, homework situation, or receive online feedback from faculty.
- Data analysis training: reporting tool allows businesses to track capacity team, predict demand for the next train.
System Vietnam E-Learning support flexible deployment under two forms:
- SaaS (Software as a Service): the Business using the system directly on the background of Vietnam, no need for infrastructure investment.
- On-premise: deployment package in the internal server, in accordance with the business that requires high security
Investing in skills training, sales by e-learning platform is not only short-term solution but also the long-term strategy to help businesses build a culture of learning, development, talent, and increase competitiveness and sustainability in the digital age. Link reference: https://elearning.lacviet.vn
