Michael Koenig, a resident of Sudbury, Massachusetts, worked at Gartner, Inc. for 22 years, finishing his tenure as regional vice president and North American sales leader. Recognized for his expertise in sales, Sudbury resident Michael Koenig has spoken on the topic and understands that today’s sales professionals must work to sharpen several different skills to stay competitive in the field.
Necessary skills for modern sales professionals have dramatically and rapidly changed over the last decade. Though still valid and important, skills and approaches that were mastered more than five years ago need to be built upon with accommodations for the new way buyers process information. Overall, it is essential for sales professionals to strive to stay ahead of their buyers, proactively working to drive the direction of how industries are reacting to their competition. In order to accomplish this, sales professionals can start by:
1. Expanding expertise. While knowing your product is an obvious necessity, knowing your customers’ industry is also essential. In order to sell the benefits of your product, you need to know and understand who and what your customers’ competition is, what drives them, and what lies ahead for the industry. In this way, you create a partnership with you customer by offering essential support services, not just sales services.
2. Helping the customer see your value. Rather than just selling a product or service, give your customer a vision for how your product will help them to solve what they perceive to be an underlying problem or need in their industry. When a customer understands that they are investing in the ultimate growth of their company, they are more likely to commit to a partnership with you.
3. Focusing on emotional intelligence. Connecting with your customers is more important than ever. Listening well, being sensitive to their needs, and treating them as individuals will only enhance your relationships.
4. Embracing digital marketing methods. Today, customers are usually fairly well educated about your product before you even shake hands with them for the first time. Embrace this by emphasizing your digital presence.
