Whether it is pitching a startup to investors or selling cars at a dealership, successful salespeople are vital to all business ventures. But as many who have tried their hand at sales can attest, not everyone is cut out for this line of work.
Identifying the core characteristics required for sales success can help you determine if you have what it takes for a career in sales. It also can help business owners identify and hire sales candidates that will be best for their bottom line. And finally; if you are embarking on opening you’re own business, you will need to not only identify but sharpen some of these skills. As a business owner; you are your most important salesperson and you need to be the BEST!
So, lets begin with Traits One to Seven.:
1. They care about customer’s interests.
“Your customers want to know you … understand their challenges, dreams and goals, and have carefully considered why your solution makes sense. And, they want to be sure you have their best interests at heart. They have to be sure you care [more] about their mission and the greater good, than your numbers.” – Karin Hurt, founder, Let’s Grow Leaders
2. They’re confident.
“If you don’t believe in your product, you aren’t going to make a customer believe in your product. If you can confidently explain how your product or service is going to solve a problem for the customer, then you’ve got the customer in the palm of your hand.” – Megan Ingenbrandt, social media assistant, General Floor
3. They’re always on.
“A good salesperson … is always aware of her circumstances and surroundings, can see how her product or service might positively impact her environment, and will be prepared to present and make a sale at any moment.” – Judy Crockett, retail management consultant and owner, Interactive Marketing & Communication
4. They’re subtle.
“Great salespeople never look like they are selling anything. They are educating, instilling faith and confidence. They are quietly and invisibly demonstrating why customers should believe in them and, in turn, buy from them.” – Mark Stevens, CEO, MSCO
5. They’re resilient.
“Top sales achievers have a unique ability to cope with difficulty, to negotiate obstacles, to optimize performance in the face of adversity. They take rejection as a personal challenge to succeed with the next customer.” – Jim Steele, president and chief revenue officer, InsideSales.com
6. They’re extroverted.
“An extrovert is generally sociable, gets energized by spending time with other people, likes to talk and start conversations and makes friends easily. They also tend to have many interests. This allows a salesperson to be willing to meet people, enjoy the interaction, and talk about many things. The more subjects they can converse about, the better they’re able to connect with the customer.” – Dominick Hankle, Ph.D. and associate professor of psychology, Regent University
7. They’re good listeners.
“You have to listen to the customer’s pain point before you start selling your product or service. Great sales people sell solutions to problems and they do that by understanding and listening to the customer.” – Timothy Tolan, CEO and managing partner, The Tolan Group (Sanford Rose Associates)
Next week we will review the final 7 Traits of amazing salespeople.