How Dull Sales Skills Sell Yourself Short

Stuck in a sales slump? Convinced yourself that you’re getting bad leads, the market is in a down-cycle, and all the fat cats at City Hall are sticking it to the little guy? Maybe.

Then again, it could be that those skills could use a little sharpening. Sales skills are like a chef’s knife. Honed properly, they slice with precision. But, one too many hacks on a weathered chopping block and your skills can’t even fillet a stick of butter.

Luckily, this video has the techniques for sharpening those tools, busting that slump, and serving a hot plate of success.

Click to tweet this: Want some quick sales coaching? Record yourself in action and give it a good listen. @DaveCrenshaw

Video transcript:

The skill of being a sales person is like a finely honed knife. If you don’t take time to regularly sharpen it, you can find that your skills become dull. Perhaps when you have to try to sell to a new market, or you’ve just become overconfident.

Here are few tips to keep your skills sharp:

Number one is record. Record an experience of a sales process either on the phone or in person and then listen to it. You’ll be shocked at what you learn about yourself.

Second, take the time to teach what you know about sales to someone else. I find I always learn the most when I teach other people.

And third, don’t be afraid to re-enroll in a course about sales. For instance my Small Business Sales Secrets course on the LinkedIn Library may give you new insights or just remind you of something you forgot.

Now I’d like to ask you. In the comment section below, please share one sales skill you’d like to improve on.

Also, if you have any questions you’d like me to answer in a future video, please ask that below as well.

Thanks for watching and may you keep that knife sharp.

Join the conversation: Please share one sales skill you’d like to improve on.

I respond to every question and comment. So, please, join the conversation!

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4 Archived Responses to “How Dull Sales Skills Sell Yourself Short”

  1. Dea says:

    Asking for the sale and being upfront about it is always a challenge for me. My tendency is to just let the customer decide if they would like the product or not.

    • Hi, Dea. That’s a candid self-assessment, which is a powerful first step toward making improvement. The customer should be the one to decide. However, I’d suggest swapping the word “let” in your question with the word “help,” as in “HELP them decide.”

      Here are a couple of things that may help you help them:

      1) Get to the price EARLY. The worst thing you can do is leave the customer guessing to the price until the end. That builds distrust and potentially wastes both your time and theirs.
      2) Ask questions to help them explore if they like what you are selling. It should be their decision–that’s a healthy mindset to have. However, you can ask questions that coach them through te exploration process. “Is this a color you like?” “Is there anything you wish this had that it doesn’t?” “What are your concerns?” Even your “close” can be a question, “So, what’s the next step for us?”

      P.S. My apologies for the slow reply on this one. For some reason, your comment didn’t come through our system properly.

  2. I would like to work on finding more “motivating” words to move clients to action. I need to get them to the feeling level and am not sure the best approach.

    • Dave Crenshaw says:

      Hi Linda. Great question. I believe “Wish” and “hope” are powerful words because they move people into considering the emotional side of an issue. Try to find ways to incorporate “wish” or “hope” into the questions you ask

      For example, “What do you wish you could have that you don’t have right now?” “What were you hoping to get?”