Characteristics of Successful Salespeople
What separates successful sales people from everyone else? I
believe that most successful sales people, in virtually any
industry, possess the following characteristics:
1. They are persistent. Selling or running a business for a
living requires a tremendous amount of persistence. Obstacles
loom in front of us on a regular basis. But it's what you do
when faced with these barriers that will determine your level of
success. I believe it was Brian Tracy who once said that a
person will face the most challenging obstacle just before they
achieve their goal. The most successful people in any industry
have learned to face the obstacles that get in their way. They
look for new solutions. They are tenacious. They refuse to give
up. 2. Successful sales people are avid goal setters. They know
what they want to accomplish and they plan their approach. They
make sure their goals are specific, motivational, achievable yet
challenging, relevant to their personal situation, and
time-framed. They visualize their target, determine how they
will achieve their goal, and take action on a daily basis. 3.
Great sales people ask quality questions. The best sales people
ask their clients and prospects plenty of quality questions to
fully determine their situation and buying needs. They know that
the most effective way to present their product or service is to
uncover their customer's goals, objectives, concerns and
hesitations. This allows them to effectively discuss the
features and benefits of their product and service that most
relate to each customer. 4. Successful sales people listen. Most
sales people will ask a question then give their customer the
answer, or continue to talk afterwards instead of waiting for
their response. Great sales people know that customers will tell
them everything they need to know if given the right
opportunity. They ask questions and listen carefully to the
responses, often taking notes and summarizing their
understanding of the customers' comments. They have learned that
silence is golden. 5. Successful sales people are passionate.
They love their company and they exude this pride when talking
about their products and services. The more passionate you are
about your career, the greater the chance you will succeed. The
reason for this is simple--when you love what you do you are
going to put more effort into your work. When you are passionate
about the products or services you sell, your enthusiasm will
shine brightly in every conversation. If you aren't genuinely
excited about selling your particular product or service, give
serious consideration to making a change. You are not doing
yourself, your company or your customers any favours by
continuing to represent something you can't get excited about.
6. Successful sales people are enthusiastic. They are always in
a positive mood - even during difficult times - and their
enthusiasm is contagious. They seldom talk poorly of the company
or the business. When faced with unpleasant or negative
situations, they choose to focus on the positive elements
instead of allowing themselves to be dragged down. 7. Successful
sales people take responsibility for their results. They do not
blame internal problems, the economy, tough competitors, or
anything else if they fail to meet their sales quotas. They know
that their actions alone will determine their results and they
do what is necessary. 8. Successful sales people work hard. Most
people want to be successful but they aren't prepared to work
hard to achieve it. Sales superstars don't wait for business to
come to them; they go after it. They usually start work earlier
than their coworkers and stay later than everyone else. They
make more calls, prospect more consistently, talk to more
people, and give more sales presentations than their coworkers.
9. Successful sales people keep in touch with their clients.
They know that constant contact helps keep clients so they use a
variety of approaches to accomplish this. They send thank-you,
birthday, and anniversary cards. They make phone calls and
schedule regular 'keep in touch' breakfast and lunch meetings.
They send articles of value to their customers and send an email
newsletter. They are constantly on the lookout for new and
creative ways to keep their name in their customers' minds. 10.
Successful sales people show value. Today's business world is
more competitive than ever before and most sales people think
that price is the only motivating buying factor. Successful
sales people recognize that price is a factor in every sale but
it is seldom the primary reason someone chooses a particular
product or supplier. They know that a well-informed buyer will
usually base much of her decision on the value proposition
presented by the sales person. They know how to create this
value with each customer, prospect, or buyer they encounter. We
all have what it takes to become successful. Are you ready to
make it happen?