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What makes a successful salesperson?(1) |
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The skills of sales are teachable. Successful salespeople normally start with a set of attitudes and character traits that help them enjoy the sales process and become successful. This article we look at some of these traits and identify why they help .. |
Effective communicator
Sales is about talking to people and communicating ideas. Salesperson does not need fantastic oratory skills, but will need to clearly and concisely communicate. So that the buyer is able to understand and appreciate the benefits of the product or service on sale. Effective communication will tend to mean flexible communication. Buyers will have different personalities and effective communicator/salesperson will be able to adapt their medium to suit the situation and their target audience.
Ability to listen.
Very few successful salespeople do so purely through their ability to talk. To complete most sales takes as much time listening, as it does talking. The buyer needs to be given a chance to communicate what they want and how they want it so that the salesperson can ensure how their product will meet those needs and wants. As well as this listening shows the buyer that you value their opinion and helps to build rapport through that rapport more information is gleaned from the buyer, thus enabling the skilled salesperson to provide a quality sales message.
Problem solver.
Great salespeople are naturally greater problem solvers. It is rare for sale situation between buyer and seller to have an exact match between the want and what the product can provide. It is therefore often the salesperson's job to demonstrate to an acceptable degree that the features and benefits would in many ways feel the need or want. This can take creativity and panache.
Well organised.
Sales involves reaching targets. Targets are reached, day by day, hour by hour and minute by minute. Therefore a plan needs to be set and worked to. Being organised and enables the salesperson to make best use of their time and resources. It helps them focus their minds on the task at hand, and to take a logical path towards reaching those goals.
Asks great questions.
Great salespeople are naturally interested in other people. There are inquisitive, and therefore tends to ask questions that gain information that helps them to make the sale. By asking good questions the salesperson can hone in on the core of the issue. |
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