No matter how long you’ve worked in branded merch, you probably know that things are always changing. Buyers evolve and markets shift. Right when you start to feel comfortable, things change again. That’s why it’s so important to treat growth like it’s part of your job.

Highspot’s Brooke Holland says top performers separate themselves by developing deep knowledge and applying it consistently. They regularly refine their core selling skills and turn what they learn into daily habits. In this issue of PromoPro Daily, we share Holland’s thoughts on the sales skills and competencies that can help you keep growing as a merch expert.

  1. Master the essential skills and mindset needed to consistently hit your sales goals. When you build this discipline, Holland says you avoid wasting time on the wrong prospects and protect yourself from relying on quantity over quality to hit quota.

  2. Dig deep with thoughtful discovery questions. This is how to earn trust, Holland says. Don’t jump into your pitch but ask questions and listen closely. Focus on the opportunities that are most likely to move forward.

  3. Strengthen your credibility. Make sure you know merch and the larger industry in general. Your credibility also comes from understanding your prospects’ business and their evolving needs.

  4. Drop the static sales script. It’s better, according to Holland, to use a consultative sales approach. This helps you move from talking at customers to working with them. When you personalize everything, you stand out from average performers who rely on generic sales tactics and scripts.

  5. Grow your emotional intelligence. According to Holland, emotional intelligence consistently ranks among the most-valued skills. Learn to read the room and manage your emotions.

  6. Get better at active listening. This is one of the most overlooked and hardest sales skills to develop and polish, Holland says. Active listening can be even tougher when you’re nervous or under pressure. Try using simple prompts like “tell me more” to encourage prospects to open up.

  7. Seek feedback. Talk to your boss and the co-workers who genuinely want to see you win. Be willing to hear what they say without getting defensive and show a willingness to try something new.

Wherever you are in your sales career, you can continue improving. Start by mastering your mindset. Protect your time and seek feedback from people you respect. Keep refining how you work, and you’ll see real growth in your results.

Compiled by Audrey Sellers
Source: Brooke Holland is a revenue enablement manager at Highspot. Her expertise includes developing and executing enablement programs, enhancing brand awareness and contributing to team success.