Solution Selling: Characteristics Of Successful Salespeople
By Kelley Robertson
Characteristics Of Successful Salespeople
By Kelley Robertson
What separates successful salespeople from everyone else? I believe
that most successful salespeople, in virtually any industry, possess
the following characteristics:
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.
What separates successful salespeople from everyone else? I believe that most successful salespeople, in virtually any industry, possess the following characteristics:
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.
Successful salespeople 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.
Great salespeople ask quality questions. The best salespeople 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 customers’ 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.
Successful salespeople listen. Most salespeople will ask a question and then give their customer the answer, or continue to talk afterwards instead of waiting for their response. Great salespeople 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.
Successful salespeople 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.
Successful salespeople 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.
Successful salespeople 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.
Successful salespeople 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 co-workers and stay later than everyone else. They make more calls, prospect more consistently, talk to more people, and give more sales presentations than their co-workers.
Successful salespeople 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 e-mail newsletter. They are constantly on the lookout for new and creative ways to keep their name in their customers’ minds.
Successful salespeople show value. Today’s business world is more competitive than ever before and most salespeople think that price is the only motivating buying factor.
Successful salespeople 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 salesperson. 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
© 2005 Kelley Robertson, all rights reserved.
Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees and has helped thousands of sales professionals and business people improve their results. He is also the author of “Stop, Ask & Listen – Proven Sales Techniques To Turn Browsers Into Buyers.” Receive a FREE copy of “100 Ways to Increase Your Sales” by subscribing to his free sales and motivational newsletter available at www.kelleyrobertson.com. Contact him at 905-633-7750 or Kelley@Robertson TrainingGroup.com.