It shows up as listening more than talking, relating to the other people in conversation and genuine care for others. Possess an appropriate sense of urgency, as exemplified in the need to see the sale progress and to bring situations to a resolution Anticipate consequences and evaluate alternatives before acting Tend to not have excuses for a situation and take action when situations require action Maintain a positive outlook towards situations and people—tends to admire, and not to criticize a lot Can accept valid criticisms and suggestions for performance improvement Poor performers: Language In this respect, a good salesperson must communicate by using the right and appropriate vocabulary adapted to your products — ideally in only one language at a time to avoid gallicisms and awkward translations.
It sounds simple, but I don't want a salesperson that can't listen. Tell them they didn't make the cut and if they argue with you, you've got a winner. They consider themselves still in the running and able to turn the situation around.
Effective salespeople know how to attack a problem from many different angles. Initiative and the ability to focus on opportunities and solutions Focus on what can be done as opposed to what cannot be accomplished Refusal to allow rejection on one sales call to affect their ability to perform on the next Persistence in forcing an important issue even in the face of possible rejection Poor performers: External recruitment — External recruitment is the kind of recruitment in which employees are hired from the environment outside the company or organization.
They are always in a positive mood - even during difficult times - and their enthusiasm is contagious.
What to look for in good performers: No matter what type of sales role you hire for, the one common trait every salesperson needs is pure motivation.
But how does this translate into the characteristics of a successful salesperson? It proceeds directly from the often unspoken rules that you use to interpret daily events.
Charismatic Captivating conversation starts with product and service knowledge, but continues with an easy and engaging manner. Her prior experience includes stints in corporate communications, publishing, and public relations for non-profits.
Only by listening can a salesperson understand the customer and respond accordingly. The best salespeople are rarely ever the busiest. They have confidence in themselves but most importantly in the product or service they are selling.
Without motivation and a strong work ethic, no amount or training or high compensation will make a person successful at selling.
They do not blame internal problems, the economy, tough competitors, or anything else if they fail to meet their sales quotas. This allows them to effectively discuss the features and benefits of their product and service that most relate to each customer.
The following is a step-by-step approach to recruiting great salespersons: Empathy allows the salesperson to read the customers, show concern, and clearly demonstrate his or her interest in providing a proper solution. Without the personality traits that create like and trust, a salesperson will never reach full potential.
When faced with unpleasant or negative situations, they choose to focus on the positive elements instead of allowing themselves to be dragged down. Replacing average sales persons with a bunch of excellent ones can result in a huge difference in the sales over a given period of time.
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Optimism Optimism helps you maintain a sense of balance when things go awry. But at the same time, focus too is an essential quality, one that drives them towards achievements.
You then see a person who listens and identifies with the customer while keeping focused on set goals, and who is able to translate these goals into solutions for the customer. They usually start work earlier than their coworkers and stay later than everyone else.
Consulting their key performance indicators KPI will give them the opportunity to continually improve in what they do, which will produce better results for your organization.
Hours of hounding a prospect could result in success, but the greatest sellers know to get the lowest hanging fruit first. Enjoy competitiveness and constantly look for ways to measure themselves against their peers Possess leadership qualities and is not afraid to exert pressure to influence others Enjoy sales as a profession for it provides personal gratification and ego enhancement Determined to win and willing to take risks Poor performers: They act with purpose in their day-to-day and apply deep focus to all aspects of their work.
In the same manner, a good salesperson must be able to easily communicate with your clientele in their language, whether it is French, English, Spanish, Mandarin, or German. Based upon my observation and some pretty hefty research in emotional intelligencehighly successful salespeople cultivate the following five emotional traits: Research shows that only one in about 50 deals or sales situations are struck at the first encounter between the seller and the buyer.Chapter 8 (Aptitude & Characteristics) STUDY.
PLAY. False. True/False: Salespeople are born, not made. True. Aptitude is defined as learned proficiencies and attitudes necessary for effective performance of specific job tasks. True. The performance of a given salesperson is a function of organizational variables and unrelated to.
Make sure you've got these characteristics--or else learn to develop them. 5 Traits of Highly Successful Salespeople.
Sales 5 Traits of Highly Successful Salespeople. basic characteristics necessary for a salesperson to be able to sell successfully. Confirming the fact that we are on the right track is the predictive power of What Makes a Good Salesman by David Mayer and Herbert M. Greenberg JULY–AUGUST 1“The Mystique of Super-Salesmanship,” HBR March–Aprilp.
What Makes a Good Salesman. and revealed the two basic qualities that any good salesperson must have: empathy and ego drive. insights we gained as to the basic characteristics necessary. Discover the seven characteristics of a successful salesperson that propels sales from average to more than extraordinary.
Successful salespeople exhibit the qualities of character that make their customers like them and their bosses love them: these seven characteristics will ignite sales. 10 Characteristics of Successful Salespeople by Kelley Robertson I believe that most successful sales people, in virtually any industry, possess the following characteristics: Advertisement.
1. They are persistent.
They know that their actions alone will determine their results and they do what is necessary. 8.
Successful sales people.Download