HBR Article Summary - How to Improve Your Sales Skills, Even If You’re Not a Salesperson

Key takeaways from the HBR article "How to Improve Your Sales Skills, Even If You’re Not a Salesperson"

Very few parents say they want their kids to grow up to be a salesperson. And yet Sales is the most fundamental skill.

Selling is persuading, inspiring, and leading. Your goal is to work in collaboration with a client or colleague to drive change. Figure out what’s important to your client and what business problems they’re trying to solve.

Figure out your customer’s motivations - what do they need to accomplish and how do they measure success? Do your research by talking with the people you’re trying to win over, and others in the know, well in advance of making your proposal. 

Enlist a trusted peer or manager to role-play so you can see what works and what doesn’t while crafting your sales pitch Your goal is to understand how the flow of these conversations feels and sounds so that you know how you come across and how to improve your delivery. 

Even with meticulous preparation, pitches can go awry. Keep your body language confident and check your tone and pacing. Establish a peer-level interaction.

Ask permission to move forward by saying something like, “Are you ready to take the next step? What else can I do to help you make this decision?” Be flexible and willing to brainstorm.

Don’t beat yourself up if you’re unsuccessful. Think big picture. Stay in touch and look for opportunities to try again.