There is such a spectrum of characteristics that all intertwine into what makes a great salesperson, it's hard to whittl
There is such a spectrum of characteristics that all intertwine into what makes a great salesperson, it’s hard to whittle it down to a few! However, if I had to pick a top 5 (not in any order) it would be Ability to problem solve, a solid work ethic, product knowledge, understanding the clients need and resilience.
Problem solving – The reason most deals don’t happen is that there is an objection or a problem standing in the way, your scope to identify that problem and its solution is key to the deal. Problems or objections are often not even identified and mistaken for a client just not being interested, meaning a lot of deals that could have happened fall by the wayside without people even realising!
Work ethic – Simply put, a large part of any sales job is a numbers game, the more opportunities you present yourself with, the more chance of success.
Product knowledge – It sounds so simple but it is also so crucial. Providing generic information isn’t selling and will see you end up as a transactional salesperson. Knowing your product and market inside out not only enhances your status as an expert in your field but also increases your ability, through effective communication, to make the client understand why what you’re offering is beneficial to solving their problem.
Understanding the true client need – A sales basic but how can you close a sale without knowing what problem your product is solving? A lot of people associate salespeople as being chatterboxes, yet an astute salesperson has the client talking more than they do in order to unveil, in depth, what the need/problem is and why they are trying to solve. As a result, you should then be able to demonstrate (using your product knowledge!) more effectively why what you have will help fulfil that need/solve that problem!
Resilience – Being able to shake a no off and continue hunting that yes with positive energy is a skill every successful sales person has. Rejection is part and parcel of any sales related job and the sooner you can overcome that fear of the answer being no, the sooner you’ll start hearing “yes!” more.