Photo credit: Reyner Media Even in these digitized times, business processes still require sound people skills. That’s particularly true in sales, the pillar of all successful companies. Salespeople can reap significant professional rewards if they display the right traits. So what separates a good salesperson from a great one? Here are some common traits of the most successful salespeople:
Great salespeople are always in a good mood – even during difficult times – and their enthusiasm is contagious. They never talk poorly of their company or their clients. When faced with unpleasant or negative situations, they choose to focus on the positive elements instead of allowing themselves to be dragged down.
Good listening is one of those easily forgotten skills that elevate you from being good to being great. If you want to become a good sales person, you need to improve your listening skills. The key point is that you cannot sell unless you understand the customer, and understanding comes only through questioning and listening. Give it a try – you will be surprised by how much your customer wants to share with you.
Working in sales is hard and might push you to give up. It can challenge your confidence, stamina and will. But the best salespeople don’t quit. They don’t give up or get flustered. They have a Zen-like ability to focus on the specific task at hand while exuding an aura of calm confidence. Great salespeople don’t let hopelessness settle in. They are driven by the challenge and the thrill of achieving things and closing deals.
A salesperson must own what they sell. They must feel like the owners of their company. They must own the conviction of the products they’re selling to give themselves authenticity. They must own the mastery of their industry to give themselves authority. And they must own the responsibility of everything it takes to move the product, from description to delivery.
Follow-through really refers to customer service. In this day and age, customers expect great customer service. When a great salesperson says they are going to do something, they do it. And they make it personal. Exceptional salespeople send thank-you notes, make courtesy check-in calls and respond swiftly and attentively to client requests. They anticipate needs before being asked. They react quickly and make right on the mistake with integrity. At the end of the day, great salespeople are those who can elevate themselves, their product and their brand in the eyes of the customer.
