{"id":28403,"date":"2020-05-18T18:16:51","date_gmt":"2020-05-18T22:16:51","guid":{"rendered":"https:\/\/referralrock.com\/hub\/?page_id=4448"},"modified":"2024-07-07T21:24:40","modified_gmt":"2024-07-08T01:24:40","slug":"b2b-sales-skills","status":"publish","type":"post","link":"https:\/\/referralrock.com\/blog\/b2b-sales-skills\/","title":{"rendered":"7 Important B2B Sales Skills to Help You Win New Clients"},"content":{"rendered":"

A B2B company can\u2019t succeed without making sales. Are your employees utilizing the skills it takes to sell your company\u2019s products and services to other businesses? Let\u2019s take a look at seven B2B sales skills your salespeople should master to start making more sales.<\/p>\n

7 important B2B sales skills to master<\/h2>\n

Almost every business owner spends time wondering how to make more sales happen<\/a>, especially those in the growing B2B industry. To solve this problem, you need to equip your sales team with certain skills. Let’s look at seven of the most important skills to master to begin making more B2B sales.<\/p>\n

\"sales<\/p>\n

Source<\/a><\/p>\n

1. Great with people<\/h2>\n

Whether it\u2019s through in-person meetings, video conferences, or phone calls, your salespeople spend a lot of time helping your company\u2019s customers<\/a>. Considering that, it\u2019s essential to find B2B salespeople who love interacting with others.<\/p>\n

You\u2019ll get a general sense of how well someone does around people and converses throughout the hiring process. Most salespeople exhibit positive attitudes and are great at showing enthusiasm. Why are these factors so important? One recent study found that 86% of phone-based communication<\/a> focuses on how <\/i>you\u2019re communicating (voice\/tone\/attitude) instead of what<\/i> you’re saying.<\/p>\n

It\u2019s easy to find someone who can remember features of a product or service. Finding someone who interacts with customers positively and helpfully isn\u2019t as easy to find. The good part about this skill is that it\u2019s easy for most people to spot. The bad part is that it\u2019s also the hardest one to \u201cteach.\u201d<\/p>\n

2. Skilled negotiator<\/h2>\n

Negotiations are essential aspects<\/a> of many salespeople\u2019s lives. This doesn\u2019t always mean negotiating the price of a product or service. Salespeople often negotiate how many services\/products\/add-ons customers buy. They might also use these skills to help extend how long a customer signs up with a business. So, being able to negotiate is one of several essential B2B sales skills<\/a>.<\/p>\n

Regardless of what a salesperson is negotiating, it\u2019s good to have someone persuasive (without being pushy) on your team. Negotiation is something most people either love or hate to do. But, it\u2019s also a skill that can be learned over time.<\/p>\n

3. Active listener<\/h2>\n

\"active<\/p>\n

Source<\/a><\/p>\n

Most people understandably assume they\u2019re good listeners. But, it\u2019s important to make the distinction between listening to someone and being an active listener. It’s easy to hear everything your clients say. Active listeners<\/a> take in this information and use it as the basis for their sales pitch. Therefore, being an active listener is one of the best B2B sales skills you can develop.<\/p>\n

For instance, a recent study found that most successful sales discovery calls uncover 3-4 problems clients face<\/a>. Active listening allows you to uncover and start solving your client\u2019s problems. You\u2019ll achieve even more success by using your active listening skills as part of a customer-centric business strategy<\/a>.<\/p>\n

4. Avid researcher<\/h2>\n

A typical salesperson spends most of their day talking to customers or giving presentations. In between these times, most people don\u2019t realize how much effort sales employees put into researching B2B leads<\/a> and customers. Considering that, being an avid researcher is an important B2B sales skill.<\/p>\n

Being a thorough researcher helps you learn more about:<\/p>\n