Enterprise sales are a different game from any type of sales. That is because decision-makers are paying a lot of money per year for solutions. They put their reputation on the line so they need to believe and trust that you know your stuff.
1. Confidence in your credibility and knowledge
You cannot fake real confidence in your expertise. So, the remedy is to acquire knowledge and credibility. And then express it with confidence to your prospects.
“Being able to confidently deliver your pitch and answer the prospect’s objections is one of the most important skills to master on your way to becoming a sales pro.” – Steli Efti, CEO of Close.com.
2. Perseverance and patience
The average sales cycle requires 6.8 decision-makers and from three months up to a year. So, a lot of stern perseverance through patient follow-ups will pay dividends in the long run.
“Sales suffer from one of the highest attrition rates of all professions, which is why it serves to recruit salespeople who show resilience and grit.” – Calum Coburn, Director at The Negotiation Experts.
3. Networking skills
You will have to deal with different types of personalities from various departments. So, you need the ability to relate to people from different backgrounds.
“Sales professionals are in a position that requires strong communication skills, and that doesn’t necessarily mean their talking ability. It means hearing out your customers and finding what’s best for them.” – Livia Stancu, Content Strategist at Vivint Solar.
Disposition of prospects
According to my experience, in enterprise sales, it is better to be respected than liked. That is because decisions are made logically.
“One of the oddest things I’ve found in sales is that a ‘love of people’ is actually not required. Some very successful salespeople actually don’t really like people.” – Carrie Lauby, President of Sandler Training.