Have you ever been
involved in sales? If you are, you will know that it’s not for the faint of
hearts. There is a saying that goes: salesman are born, but not taught.
Undoubtedly, some may have been gifted with the characteristics of a sales
person. However, these characteristics would be learn and you would be just as
successful as them.
1.Conscientiousness
It is said that this trait is found
in people who take great pride in their work, are organized and efficient. But,
if you are not organized and efficient, you can learn to be. Conscientious also
means you keep going in your job, no matter what.
2.
Respectful
Founder of Searchmetrics, Marcus
Tober states that “our top sales reps respect our customers' time above
all else. You have to make sure that your customers and potential customers are
treated like gold." Part of doing this is making sure that they have time
and you schedule time for work. People want the bottom line. Old tactics don't
work. People are busy, respect their time above all.
3.
Initiative
Sales reps don’t wait for orders.
They’re go-getters and take matters into their own hands. Being disciplined
like this helps salesmen to stay on track. If something has to be sold, there
is a way to do it. The salesman will do what it takes to sell the product.
Learn to like the product better, compliment where appropriate (even if they
hate it at first), learn how to mirror to connect, then actually care about the
connection.
4.
They listen
American
Express’ OPEN forum says that the best sales people ask their clients and
customers “why they want something done.” When you listen to your
clients/customers, you find out what they want and need, and how to make
that happen. If you don't know exactly how to make happen what your client has
asked for, be absolutely sure that there is a way. You just haven't
found it, yet.
5.
Persistent
You have to have thick-skin to be a
salesperson. Why? Because you’re going to become very familiar with the word
“no.” You have to be confident and persistent if you want to remain involved
with sales. The public is done with the hard sell. However, the average person
is not done with extreme kindness, even if you are irritating. "Hello,
yes, I'm calling you back because I know you didn't mean to hang up on
me."
6.
Coachable
According to Mark Roberge from
HubSpot, experience isn’t nearly as important as coachability for predicting
successful reps. Being energetic, willing to learn and having the ability to
adapt are all a part of being “coachable.” Coachable means an early adopter of
the suggestion. If you are asked to do things in a certain way, do it that way,
even if it's something you have always done a different way. Brainstorm in your
one-on-one with you coach.
7.
Positive
Who would you rather make a purchase
from? The upbeat go-getter or the depressed downer? Having a positive attitude
and being cheerful makes it easier to approach customers and keep their
attention until after you’ve made the sale. This positive attitude exudes from
a person. If you've got a really bad scene going on at home, stuff it! I mean,
stuff it! Learn to compartmentalize the aspects of your life. Your work life is
positive. Try some psychology, smile, jump up and down, breathe, do what you
have to to be positive.
8.
Resourceful
The true salesmen is able to shift
gears if a sale isn’t going the way that they envisioned. Instead of just
taking “no” as an answer, they will attempt a different approach by using their
creativity and imagination. Remember though, you have to make it snappy
and switch quickly. Learn to read faces. If your approach has not worked
within two minutes, change. Have your twists and turns ready. If you
have to practice them at home so that you are natural.
9.
Passionate
A top-notch salesperson actually
enjoys their job. If you hate it, change or get out. Most importantly, the
salesman will be passionate about the products or services that they’re
selling. If they’re on board with a brand’ message, they can excitedly share
that vision with prospective clients and customers. Happy, positive, love it,
passionate.
10.
Ask questions
Searcy states that there is data
that has discovered “that the higher-performing sales representatives ask more
questions--often more than twice as many.” But, these salespeople don't ask questions
that focus solely on data. They want to know what the implications are. I have
personally found that the questions I ask are not about the product. The client
got what you are selling your first time around. Don't drone on. This client
has something to say. What is it? They have a Zen garden at home? You learn to
love the Zen garden quickly and ask more.
11.
Independent
Since most salespeople work on a
commission, they have to be independent and will take the correct measures in
making this a reality. The boss doesn't have to be there to make sure the work
gets done. The salesman is a self-motivator. The independent salesperson can
build themselves up to do more. They can pat themselves on the back and
appreciate their own greatness. Most independent salespeople do not have to be
thanked for each call or sales, they know how to say, "Good job, me!"
12.
Time managers
Here’s a simple equation: more
selling time increase sales and compensation. The best salespeople manage their
time effectively, such as finding the best routes from location to
location, so that they have more opportunities and time to spend securing a
sale. If one place or person takes too long, or longer than expected, the time
manager makes up for it somewhere else.
13.
Overachieve
Author and sales expert Grant
Cardone informed OPEN FORUM that salespeople should "over commit and
over-deliver." You have to go above and beyond. True salespeople don’t
know when to stop and typically are pushing for more. More people, more
clients, more work, more money... just more. The quality more.
14.
Personable
A great salesperson has no problem
getting along with others. And, most importantly, they enjoy meeting new people
and realize the power of networking. It’s not surprising to see salespeople
involved with so many local events and organizations. Most sales people love
people, and it shows. They are energized by people. They go home and can hardly
sleep after an event.
15.
Alertness
Salespeople are always prepared.
They have to be ready for any situation that they’re thrown into and know how
to successfully break free. The salesperson is aware of herself and her
body. If she is not alert, she has felt it coming on and taken care of it.
Caffeine up, run up and down the block or eat less, they do whatever it
takes. Alertness is key to so many of the principles of being a great
salesperson.
Source:Entrepreneur
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