The Skills You Didn’t Know You Needed To Succeed In Sales

Throughout my professional career — specifically that of insurance sales — I have come to an interesting revelation that isn’t talked about near enough…

Here it is: Hard skills will get you hired, but the soft skills are the ones that get you promoted (and/or increase your sales).

The hard skills are the ones you can “earn”, the ones that are teachable: a diploma or degree, proficiency in a foreign language, the speed at which you type, computer programming… things of that nature.

Now, the soft skills, those are ones that are innate.

The soft skills are the ones that are interpersonal. They embody the way you interact and work with others.

And those skills — the soft ones — are those that really set you apart from your competitors.

So, as we dive into 10 of the main players in sales production, do an internal audit with how well you exemplify these.

*And just a gentle reminder, if I could… be honest with your rating. That’s how you get better.

1. Attitude — Keep it positive.

-Don’t gossip about or speak ill of others, and avoid negativity like the plague.

-Avoid pointing out flaws that cannot be easily fixed in a matter of minutes, and if you must criticize, make it constructive.

-Complaining is for the birds. It doesn’t benefit your cause, nor the person’s that you are complaining to.

2. Communication — How you say something is almost more important than what you say.

-Listen with the intent to understand, not to respond.

-The person who ask the questions controls the conversation, so frame questions in a way that will elicit the response you are going for.

-Your body language will always say more than the words that are coming out of your mouth. Make sure it is inviting, positive.

3. Empathy — Take a genuine interest in the people around you.

-Keep an open mind and an open heart to the perspectives and insight of others. You can learn something new from everyone you sit with, and most times just by watching what they do.

-Be aware of where and with whom you are putting your time and energy, but when you decide on someone or something, be generous with both.

-For those who are striving for the same results you have, guide them with your experience and knowledge. Then, let them decide what is best for their walk, even if it looks different than yours.

4. Relationship Building — Be the person you’d want to work with.

-The best leaders are those that walk the talk. Practice what you preach, and show how things are done by being an example of said thing. This builds trust.

-Add as much value as you can before asking for anything in return. What goes around, comes back around… ten fold.

-Look for the things you have in common, as opposed to focusing on your differences.

5. Teamwork — Throw appreciation around like it’s confetti.

-Avoid claiming all the credit. The more you make it about your team and their accomplishments, the better off everyone is.

-Celebrate when other people are winning. There is more than enough abundance to go around, and your time will come.

-Recognize and praise those who are performing well the actions you want repeated, both privately and publicly.

*Pro Tip: Start to talk to your team like they are the best one there is because when you do, they will start to believe it too and become just the thing you are labeling them to be.

6. Persuasion — Facts tell, stories sell.

-Identify what it is your client cares about, and cater your product or service to accommodate that thing or person.

-Design your sales pitch to a story or experience you’ve had that will resonate with your client.

-Communicate those stories with brevity and emotion.

7. Negotiation — Be creative to find mutual ground.

-First and foremost, listen. Allow your opposition to plead their case and really hear what they are saying, so you can find a solution to make the deal work for both parties.

-Do not, under any circumstances, bend on the boundaries you set. Do not negotiate your non-negotiables (morals and core beliefs).

-Weigh your options, but know your worth. You are not meant to do business with everyone you come in contact with, and that’s okay.

8. Conflict Resolution — Keep your cool.

-Control what you can, and let go of all the rest. No reason to stress over things you cannot change.

-Avoid accusations, especially those who make them against you. If you know you are doing right, keep fighting the good fight.

-Apologize when you make a mistake, and ask kindly for them to extend grace as you learn from it.

9. Emotional Intelligence — Never make a decision based on your happiness or your anger.

-Never act on impulse. Take a step back and a deep breath, especially when you’re angry, before proceeding with your next action.

-Allow yourself to feel the emotions you need to, so that you may understand them. Then, weigh the consequences of your potential actions and act accordingly.

-God made us to feel emotion (and those that are different than happiness and positivity). Give yourself grace to feel those emotions when you need to, but don’t live there. Keep moving until you’ve reached your positive state again.

10. Work Ethic — Hold yourself accountable.

-Hold yourself to an unwaivering standard of integrity. Do what you have committed yourself to do, and for the ones you’ve committed yourself to do it for.

-Always, always, always show up. Even on the hard days. Even on the days you don’t feel like it. That’s where winners are made.

-Take full responsibility for your work. Do not place blame or point fingers. Everything that happens to and for you, is a direct reflection of the choices you’ve made.

On a scale of 1–10 (1 being ‘I’ve never even heard of that before’ and 10 being ‘that’s 100% me’), where does your rating fall?

Whatever your numbers look like, I have good news for you…

There is always room for improvement, and now you have clarity on which areas to focus more intentional effort on.

That’s really what it’s all about. Getting 1% better, each and every day.

I’ve said it before, and I’ll say it again (and again and again and again), the compound effect is real. And it works.

And you’ll be surprised how much you underestimate the power of consistency.

You can do this — You’ve already started.

Keep going.

Talk soon,
GP