 Can
You Sell Well?
Characteristics of Successful Salespeople
By Kelley Robertson of Robertson Training Group
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?
Kelley Robertson, President of the Robertson Training Group, works
with businesses to help them increase their sales & motivate their
employees. Receive a FREE copy of “100 Ways to Increase Your Sales” by
subscribing at
www.kelleyrobertson.com 905.633.7750 |
