Highly effective salespeople seem to always have great communication skills. They are quick on their feet, and are able to carry conversations seamlessly with their prospects. Let’s be honest, sales is not an easy job and to be successful at it, you must be consistent since there is no guaranteed deal. Sales jobs can become mundane to those who struggle to close deals and have successful conversations. However, those who become top sellers in their teams seem to develop a passion for closing and speaking with prospects. Top performing salespeople view each deal as a worthy challenge. The process of closing a deal can even become exciting to them. 

Improving your communication skills can potentially help you close deals. In fact, the more you adapt to these habits and train yourself to show up as a skilled communicator, the more confident you will become and start to close more deals. 

Attention is the perfect tool to train your sales reps quickly and efficiently. Using AI, Attention tracks and sends feedback based on key metrics like engagement, body language, time spent speaking or listening, and countless others.

1. Be An Expert on What You Are Selling 

A highly effective salesperson understands the product inside and out. This in-depth knowledge allows them to sound authentic and well-prepared, enabling them to confidently address customer inquiries. High-performing salespeople develop tailored talking points rather than relying on generic scripts, allowing their conversations to flow smoothly and making them strong advocates for their product. By thoroughly understanding every feature, benefit, and use case, they're able to tailor solutions to meet specific customer needs. As a sales rep, it's crucial to recognize that prospects are interested in how the product can solve their specific problems, so being able to explain how it fits their unique requirements is essential.

Additionally, using tools like Attention, which provides real-time insights during sales calls, can help you reference key product features and benefits effectively, enhancing your ability to engage with prospects.

2. Read Body Language 

When you are speaking to a prospect, keep an eye out on their non-verbal cues. People can say something but their body expressions can be saying something completely different. The same way that you can see your prospects body language, they will be able to see yours. Great communicators are able to identify their own body language and effectively non-verbally communicate to the prospect.  You might also be using filler words subconsciously, here are 6 ways using filler words on a sales call hurts sales communication.

3. Create Genuine Urgency

A successful salesman understands the power of urgency. They don’t rely on a promise to get their prospect to the finish line by offering them a discount and getting the deal closed. They understand that price should not be the reason why prospects are urged to “buy now”. Top sellers understand their bottom line. The reality of a deal is that prospects want the product/service for as little as possible, whereas sales reps want to make the deal with as little discount as possible. 

A great salesman will work with the prospect to find pressing issues or opportunities related to the product that will peak the interest of the prospect. Once these issues become clear to both, the seller will help the prospect understand that it is in their best interest to make the purchase as soon as possible. 

4. Be Empathetic 

When speaking with a prospect you might not always agree with everything they say, but you should try to see where they are coming from and relate it back to your product or service. The best sales reps are able to connect with their prospects because they understand their prospects point of view. They connect with them on an empathetic level and show genuine curiosity towards their problems. This characteristic makes you more amiable.

5. Be Time-Aware 

Great sales closers are time-aware. They don’t risk their time by making assumptions. They check in from time-to-time to make sure they are aligned with their prospects. Many closers understand that time is money, so they prioritize the time they spend with each prospect. 

A great closer knows that the sales process is not just one close. Effective closers will start to close their prospect from the first conversation they have. Sales reps have a clear understanding of the buyer's desire, plans and challenges. Prime closers are able to connect their product/service to the prospects' pain points and initiate the closing of the deal from the start. 

6. Be Passionate and Upbeat 

In sales, you will hear a lot of “no” from your prospects. Successful salespeople are able to look past this and keep their attitude positive. They understand that a “no” does not mean the prospect is forever forgotten. It is not forever; it just means that it's a “no” for right now. A successful salesperson will not let setbacks get them down, they will continue to keep a positive attitude and continue to look for opportunities. Their drive for success makes them passionate and driven to find those opportunities everywhere. Successful salespeople also enjoy the job they do and want to continue to grow professionally. They foster long-term relationships with their prospects and network to continue to build genuine relationships that can potentially help them grow their pipeline. 

7. Be Comfortable with Silence

Most people get uncomfortable with awkward silences. This is a crucial communication skill for sales reps. When a salesperson asks a question and their prospects get silent, the salesperson will chime in to end the awkward silence by asking a follow up question or clarifying what they’re asking. This is actually a huge mistake you can make as a sales rep. By chiming in, you can be interrupting an important thought that your prospect might be having. 

8. Be a Great Listener

Being a great listener is one of the most critical skills for a top-performing salesperson. By practicing active listening, you pay close attention to what the prospect is saying, enabling you to fully understand their needs and concerns. This gives you an edge because you can accurately identify the problems they are facing and offer tailored solutions.

Effective listening involves more than just hearing words; it includes understanding the tone, noticing when they sound excited or uninterested, and confirming the information you're receiving. Ask relevant follow-up questions to delve deeper and uncover deeper insights. Avoid falling into the trap of the "consumer communication barrier," where you fail to get into the mind of your lead. By truly listening, you position yourself to provide solutions that meet their specific needs, leading to satisfied customers.

• Truly listen to what your prospect is saying 
• Confirm the information you are getting 
• Ask relevant follow up questions 
• Listen to the tone that your prospect speaks, take notes on when they sound excited or not interested. 
  

9. Don’t Make Assumptions

It's easy to fall into a routine and make assumptions about prospects, especially when you've been in sales for a while. However, assuming you know what a prospect needs before you've truly listened can lead to missed opportunities. Instead, focus on asking effective, open-ended questions that encourage prospects to share more about their challenges and goals.

This not only helps you gather valuable information but also shows the prospect that you're genuinely interested in understanding their situation. By avoiding assumptions and engaging in meaningful dialogue, you'll build trust and increase the likelihood of a successful outcome.

10. Always be Honest 

Honesty and transparency are fundamental in building trust with your prospects. If they sense that you're being sincere and straightforward, they are more likely to be open and honest about their own needs and goals. This mutual trust fosters a strong rapport, making it easier to address their concerns and provide effective solutions. Remember, successful sales relationships are built on trust, and maintaining integrity in your interactions will set you apart as a dependable and professional salesperson.

Conclusion

Improving your sales communication skills is essential for achieving success in today's competitive market. By mastering these skills—being an expert on your product, reading body language, creating genuine urgency, being empathetic, time-aware, passionate and upbeat, comfortable with silence, a great listener, avoiding assumptions, and always being honest—you position yourself to build stronger relationships with prospects and close more deals.

Using AI-powered platforms like Attention can further enhance your proficiency by offering real-time insights and coaching during sales calls. These tools provide immediate feedback and suggestions, helping you refine your techniques, stay engaged with clients, and address their concerns effectively. By integrating technology into your sales process, you can improve efficiency, gain deeper insights into customer interactions, and ultimately achieve better sales outcomes.

Remember, the key to sales success lies in continuous improvement and adapting to the ever-evolving needs of your clients. By focusing on enhancing your communication skills and utilizing the right tools, you can become a more effective salesperson and drive greater success in your career.