MASTERING INTERPERSONAL SKILLS AS A SALESPERSON

In the world of sales, it's not just about having a killer sales pitch or a persuasive demeanour - it's about building genuine connections and relationships.

No matter how refined your approach, processes, or persuasion techniques may be, without strong interpersonal skills, you'll find it challenging to make significant progress in your sales role. 

So, let's dive into how you can develop and enhance your interpersonal skills to enhance your performance.

IMPROVE ACTIVE LISTENING

The phrase “gift of the gab” is something commonly used to explain salespeople and why they’re so good at their jobs. However, communication isn’t just about speaking, it’s about listening, and in order to come across as personable to someone, you have to hear them out.

But listening still isn’t going to do it, it’s active listening. 

This turns your unresponsive listening which could come across as you being bored of the conversation, into listening which shows you strive to truly understand your client's needs and concerns. 

This includes:

• Verbal responses (hm, yeah, of course, etc.)

• Non-verbal responses (eye contact, nods, smiling etc.)

• Asking questions that relate to what they’re saying

• Responding with a clarification that you understand

When engaging with customers or clients, give them your undivided attention to ensure you build trust, keep engagement and allow the other person to open up about any concerns or queries they may have. This is critical for a successful sales relationship, and without it, you may find it difficult to sell to them, close a deal, or even get as far as a second meeting.

Tip: Avoid interrupting or thinking about your response while the customer is speaking. In sales, it’s understandable to want to get the ball rolling, but rushing to the conversation you want to have can come across as arrogant or like you weren’t really interested in what they were saying.

IMPROVE EMPATHY AND EMOTIONAL INTELLIGENCE

Sales require more than just selling – it requires human connection. EI is all about self-awareness to recognise someone else’s emotions, whilst being able to put yourself in their shoes. Without it, you may struggle to respond appropriately in different situations, and evidently, build meaningful relationships that result in sales. 

When you put yourself in your client's shoes to understand their challenges, aspirations, and motivations, you can tailor your approach to address their specific needs and concerns. It’ll be far easier to provide personalised solutions, resonate with their emotions, and build constant trust.

Tip: Cultivate your emotional intelligence by actively seeking feedback, reading books on the topic, and practising self-reflection. Develop a habit of understanding and managing your own emotions to better connect with your clients.

BUILD TRUST WITH YOUR CLIENTS AND PROSPECTS

Trust is essentially the currency of sales. Building trust requires consistency, transparency, and integrity. 

• Be honest and reliable in your interactions

• Deliver on your promises and commitments

• Share success stories and testimonials to showcase your track record

But most importantly, be human.

Show your personality, and build rapport by asking a simple question such as “Are you up to anything this weekend?”. By this, you don’t only show that you’re interested in them as a person, but you can use it to spark further conversation.

Of course, remain professional, but you’re far more likely to be memorable if you show personality.

By demonstrating trustworthiness, you can create a solid foundation for lasting sales relationships.

Tip: Be patient and focus on building long-term relationships rather than seeking quick wins. Trust takes time to develop, but its impact is invaluable.

ADAPT YOUR APPROACH AND BE FLEXIBLE

Every client is unique, and understanding their communication preferences is key to successful sales interactions. 

Adapt your communication style to match their needs, as some clients prefer a straightforward, results-oriented approach, while others may appreciate a more consultative and relationship-focused approach. 

Being adaptable and flexible allows you to connect with clients on their terms, enhancing their overall experience.

Tip: Ask open-ended questions to understand their expectations and communication preferences.

- Written by Shannon Matthews

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