When we think about great salespeople, we usually picture someone confident, persuasive, and charismatic. And while those traits definitely help, they’re not the whole story. In reality, some of the most powerful sales skills are the ones that don’t get much attention. These underrated skills are the secret that separates the good from the great.
At KONA Training, we see this often. Salespeople who master these overlooked skills consistently outperform those who rely solely on charm and confidence. We have put together a list of ten of what we believe are the most underrated sales skills and why they matter more than you might think.
1. Active listening
Everyone says they listen, but few really do. Active listening means being fully present, paying attention not just to the words but to the meaning behind them. When you truly listen, customers feel heard and valued, and that builds trust. Most deals are won not by the person who talks the most, but by the one who listens best.
2. Curiosity
Curiosity drives great sales conversations. It’s what makes you ask, “Why do you do it that way?” or “What would make that process easier for you?” Genuine curiosity opens up opportunities that a rehearsed pitch never could. The best salespeople are detectives, not just presenters.
3. Emotional intelligence
Sales isn’t just about numbers and targets. It’s about people. Emotional intelligence helps you understand and manage both your own emotions and your customer’s. Reading the room, picking up on tone, and adapting your approach accordingly can make the difference between a polite no and an enthusiastic yes.
4. Patience
In a world obsessed with instant results, patience might feel old-fashioned. But real relationships take time. The best salespeople know that pushing too hard too soon can kill a deal. Patience allows you to nurture trust and guide the buyer at their pace, not yours.
5. Storytelling
Facts tell, but stories sell. Yet, storytelling is often overlooked as a skill. A good story makes your message memorable, relatable, and emotionally engaging. It helps the customer see themselves in the solution you’re offering. The best stories are authentic, simple, and relevant to the customer’s world.
6. Adaptability
No two customers are the same. The ability to adjust your approach, tone, or even your entire strategy based on who you’re speaking to is crucial. Adaptability keeps you agile and resilient when things don’t go as planned. It’s also what helps you thrive in uncertain markets.
7. Time management
It’s not the most glamorous skill, but it’s one of the most important. Knowing how to prioritise your time means you focus on the right opportunities instead of spreading yourself too thin. The most successful salespeople don’t just work hard, they work smart.
8. Empathy
Empathy goes hand-in-hand with trust. When you understand your customer’s pain points and genuinely care about solving them, your conversations shift from transactional to transformational. Customers don’t want to be sold to — they want to be helped. Empathy makes that happen.
9. Resilience
Rejection is part of the game. The question is, how do you respond to it? Resilient salespeople bounce back quickly, learn from their experiences, and keep moving forward. Every no brings you closer to a yes, and resilience is what keeps you in the race long enough to find it.
10. Accountability
Taking ownership of your performance is a mark of professionalism. When you stop blaming the market, your leads, or your manager, and start focusing on what you can control, that’s when growth happens. Accountability builds credibility with yourself, your team, and your customers.
So there you have it, ten underrated sales skills that deserve a spot in every salesperson’s toolkit. None of these are flashy or complicated, but together, they form the foundation of real success in sales. They’re what turn average performers into professionals and transactional sellers into relationship builders.
At KONA Training, we specialise in helping sales teams unlock these powerful but often ignored skills. Because sales isn’t only about closing deals, it’s about building trust, communicating with purpose, and creating success for the long-term. To read more about effective sales strategies, click here.
If you’re ready to elevate your team’s sales performance, contact KONA Training today for tailored sales training that brings out the best in your people.
Call 1300 611 288 or Email info@kona.com.au to get started!
Author – Garret Norris – https://www.linkedin.com/in/garretnorris/
