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Necessary Skills of Sales Part 3


Guest articles > Necessary Skills of Sales Part 3


by: Daniel Milstein


The essential skills of sales rely on proving to the customer you are actively engaged in their needs. In addition, you must affirm that you are the right person they should be taking to. A few important steps to take in sales are:

Listen for Signals: Perhaps the most critical ABC ability is being an exceptionally good listener so that you don't overlook potential sales opportunities. You must be able to follow multiple conversations, to pick up on such phrases as 'tired of renting,' 'life insurance is too expensive,' 'Does the Realtor work for the seller or the buyer? 'Will the market ever get better?' and so on. This doesn't mean that you have to hover near groups of people at a party or eavesdrop on conversations. You just need to keep yourself attuned to the appropriate signs.

Perfect Your Elevator Speech: Imagine you are on a crowded elevator. Several people are discussing the day's events, how much they love or hate their job and their plans for the weekend. The man next to you sees your armload of files and asks, 'So what do you do?' You're only traveling a few floors and feel you couldn't possibly explain your profession in such a short time so you say, 'I am in sales.' Perhaps that ends the conversation. Or, you can share something a little more informative, such as 'I'm a mortgage banker, always interested in helping first-time borrowers and anyone else wanting to purchase or refinance a home. With rates at current lows, this is an ideal time. And news reports to the contrary, it really doesn't take forever to close these days. So if you know of anyone interested, have them call me.' Or, 'I heard you mention your frustration at finding the right life insurance program. I agree that it can be a little complicated, but it doesn't have to be if you do your homework. Perhaps I can help; I am an insurance broker representing more than 25 different companies. Based on your specific needs and other variables, I can assist you in finding the right one.'

In other words, you should be prepared to succinctly explain what you do in about the 30 seconds it might take to reach your prospect's floor. The elevator speech is a great ABC tool, and if you don't have one, you need to prepare it right away. Just make sure that your elevator speech is not too complicated or 'scripted.' Practice until you are sure it sounds conversational.

You never know when you will be presented with a situation that could end in a sale. Always--no matter where you are--be prepared to actively listen, engage, and sell yourself to the people surrounding you.


Daniel Milstein is the bestselling author of ABC of Sales. For more information, visit:

Contributor: Daniel Milstein

Published here on: 15-Sep-13

Classification: Sales


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