Sales Skills is More Critical for Business Success in 2019

Monday, December 10, 2018

The explosion of technology is changing the way we do business.

However, it does not mean that the tried and tested selling skills for B2B and B2C are outmoded. Technology only made it more efficient and powerful.

Scanning the landscape of technology, the CRM solutions offered data that we can use for insights. These insights led us to a better decision-making, and faster conversion in our sales pipeline.

Sales Skills is More Critical for Business Success

Given the technology explosion, and the ease of profiling your prospects. The selling skill, which revolves around the ability of the salesperson to create meaningful human connection and establish trust, becomes the differentiation.

Yes, it is still is a one thing that will differentiate a winner from the loser.

This is the main reason why more than ever; the sales person must develop his total personality to fit the rigors of the sales work.

According to Daniel Pink in his book “ To Sell is Human”, To sell well is to convince someone else to part with resources—not to deprive that person, but to leave him better off in the end.” 

Taking this into consideration, it is the power to influence and persuade as a human being that will put the sales person like you in a position to win and be successful.

Internal Motivation is the Key to A Better Selling Skills

Technology explosion is our reality. Most of the current crop of sales professionals and companies depend on it.

However, the notion that technology automatically guarantees sales success is a myth.

We need technology to guide us in our faster and wiser decision-making and pinpointing of sales opportunities. But most of the sales success lies in the sales force.

The external motivation like rewards and incentives can help companies achieve sales target. As to how far, it is limited and temporary success.

It has been proven that internal or intrinsic motivation of sales people is the most effective trigger for sales success.

"Intrinsic motivation occurs when we act without any obvious external rewards. We simply enjoy an activity or see it as an opportunity to explore, learn, and actualize our potentials." []

The challenge now is how to nurture and stir this internal motivation of your individual sales staff.

The Science of Selling Skills

There is a science of selling skills. Regardless of the changing competitive landscape, the science of selling is there. It just keeps on evolving.

The selling process is part of the selling skills. Although through the years, the selling process is changing.

Again, thanks to technology there is a vast improvement in terms of connecting to clients using the selling process.

As for the sales management, the monitoring of the sales funnel down to the conversion to clients becomes easier. Even predicting the sales output is easier.

The Selling processes are as follow:  (1. Prospecting and Qualifying, 2.) Pre-Approach, 3.) Approach 4.) Presentation and Demonstration, 5.) Handling Objection, 6.) Closing the Sales, and 7.) Follow-up, these have changed drastically depending on your industry.

Still the Selling Process is there and it is up to you to tweak it in accordance to your industry needs.

In addition, it is up to you to create a strategic edge compared to your competitors when it comes to using and innovating the selling process.

Intrinsic Motivation + The Science of SellingProcess Innovation + Sales Technology = Sales Success

The combination of these three important elements will lead you as a sales manager or owner of the company to overachieve.

Most of the times, as mentioned, sales managers tend to focus on the technology and selling process.

It is now an imperative for sales managers to learn more how to stimulate the internal motivation of sales people to make them more productive.

Lastly, learning how to light the intrinsic motivation of your sales people saves the costly high turnover of sales staff.


Sales Conference Philippines: SalesBreakthrough 2019

The first and well rounded Sales Conference in the Philippines – Sales Breakthrough Conference 2019 is set this March 1, 2019 at Tower Club.

Give yourself a fighting chance to overachieve! Send yourself and your team to this great learning event.

Call tel. no. 633-0153 or email

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