Persuading others is considered by some to be one of the key sales skills and probably best associated with a statement such as:
“”He or she could sell ice to an Eskimo.”
Sometimes this talent can be associated with the pushy sales people who won’t take “No” for an answer and may leave the potential customer feeling brow beaten until a “Yes” is heard.
There is more depth to this sales leadership talent that many people realize. According to Innermetrix, this sales skill requires “intuitive insight, role confidence, practical thinking ability and the ability to think on one’s feet.”
Intuitive insight is critical as this involves both capacities of emotional intelligence:
- Intrapersonal intelligence
- Interpersonal intelligence
Salespersons who demonstrate this sales leadership talent have the capacity to “see and talk from the another’s point of view” (emotional intelligence). By being able to think on their feet, they understand what are called sales objections, stalls and other concerns. Through this understanding, these sales objections to other concerns may be responded to effectively.
Persuading others also implies a solid base of knowledge of not only the solution being discussed, but the overall ability to connect the customer’s perception of value to the solution being presented. Sales Training Coaching Tip: The book, A Seat at the Table by Marc Miller is one of the best sales training coaching books on understanding value from the customer’s perspective.
When those in selling and marketing and let us not forget sales management lack this sales leadership talent, they may appear to be “insensitive to others.” An excessively strong role confidence may filter in only what the salesperson wants to hear and think to reaffirm their own self worth.
This key sales skill of persuading others is one that can be developed. Possibly if a salesperson or someone in sales management wants to improve this specific sales leadership talent within their sales training coaching programs, maybe the better place to begin is with assessing emotional intelligence. By taking this approach, may support more sustainable results within the sales training coaching programs.