What actually makes a great salesperson? It has been a great question yet to be addressed by each and every business in order to succeed. There are quite a number of hard and soft selling skills every sales rep must have to succeed in the sales job.

Unlike hard selling skills which one obtains from a college or university, soft-selling skills are informal abilities that are learned over a person’s lifetime and usually relate to the person’s ability in performing common tasks and connecting with other people.

Below are ten soft skills you need to have to become a successful salesman.

Product Knowledge

Deep and extensive product knowledge is a pre-requisite to high sales performance as it demonstrates that you are a subject matter expert also generating trust among your customers.

Inadequate product knowledge is unacceptable in the world of selling. Any sales professional who goes to the field without having an intimate knowledge of the features, benefits, and weaknesses of their product will have a hard time creating effective pitches and connecting customer needs to the best solutions available.

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Getting along with people and having good communication skills are the best traits for high-performing sales professionals in getting new clients.

You should always be establishing and maintaining excellent client engagement methods to get new prospects. There are sales calling techniques that can help you build rapport with a prospect, research methods that will help you gain valuable information about a customer and communication techniques that will allow you to nurture long term relationships with clients.


The ability to positively engage other people, build long-term relationships, and form mutually beneficial networks will find frequent use in every salesperson’s career.

Relationships enable a salesperson to meet clients and gather referrals, solicit advice, and make better-informed decisions. Relationship-building involves trust, rapport and a genuine desire to help other people.

Relationship-building also leads to relationship selling. This creates opportunities for you to succeed in your selling job.

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Having good communication skills is essential for every salesman. You must be able to clearly and persuasively get your ideas across to prospects and clients without going off on target or using meaningless phrases. You should also keep your audience in mind at all times as it helps you choose your words and modes of communication.

Reviewing your conversations also gives you a chance to analyze your prospects’ reactions and also to improve your communication skills.


When you’re humble enough to reveal a vulnerability or admit that you don’t know something, your prospects will immediately trust and respect you more. As a result, they will view you as a trusted advisor or even a partner in their success.

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Time Management

The most effective sales reps are able to utilize their time making more deals and more connections with new prospects.

The key to being highly productive is by using good time management skills. You need not waste too much time on a deal that is not going anywhere or wasting time following cold prospects who will never buy.

Information Gathering

Start your research and obtain accurate information about clients, market trends, rival solutions, and other business intelligence enables a salesperson to make better decisions, engage the right customers better and close high-value deals while shortening the sales cycle. Always do your research to gain an insight into what is around you to succeed in your sales job.


A professional and successful sales rep is always a good listener. Active listening in sales requires focus as well as occasional/follow-up queries.

These allow you not only to glean complete and clear information from your clients but also to build rapport and demonstrate that you genuinely care about their concerns.

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Adaptability is a survival mechanism in the world of sales where there is stiff competition.

Tools have changed and so have customer demographics meaning you have to follow and adapt to new engagement channels.

Smart sales professionals know they need to sail the currents of change to get to their destinations.


The workplaces and the sales deals nowadays are driven by teamwork and collaboration. Smart sellers need to be sociable at all levels in order to be successful.

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Becoming a top and successful salesperson doesn’t require you to spend your money and time going to college or university.

Hence develop these soft selling skills and become exceptional in your sales job.

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