Soar to Success December 2021

SOAR TO SUCCESS / Business Acceleration Strategies What are the top3 skillswe candevelop tomake our salespeople “automation proof? Communication Skills - Are your salespeople skilled at having virtual conversations that lead to revenue? (They need to be) Consultative Selling Skills - Having great discovery and qualifying questions that lead the salesperson to discover challenges their customers have and the financial impact not closing themwill have on their bottom-line. Empathy - If there’s something that makes us human, it’s empathy. Even with top-level AI, they cannot empathize with someone. In other words, robots cannot truly understand nor connect with people on an emotional level. Value-Based Sales Skills - Far too many salespeople sell based on price and not value today. Salespeople must be taught how to articulate and reinforce the value their products and services deliver the buyer. What sales skills do your salespeople have and what skills do they need to develop for today? Do you need to restructure and up skill your sales team? Are your salespeople “automation proof”? From my experience, buyers’ value trusted advisors who listen authentically and deliver value in every interaction. Buyers want and need powerful market and business insights that will impact their bottom line. My advice to those salespeople and some sales managers that fear their jobsmay be eliminated is to focus on developing skills that are automation proof. If you are curious about your sales team, the skills they have and the skills they may need in the fut ure please contact me an d let’s discuss how we can quickly answer those questions and help your team become automation proof.