Eight Characteristics of a Great Sales Person
Frank Traditi
You might be saying to yourself right now:
• "I'm not a sales person."
• "I hate selling."
• "Why do I need to learn about what makes a sales person great?"
• "Sales is for someone who likes a lot of rejection, right?"
• "I don't like rejection - I just want everyone to agree with
me and buy my services!"
I have heard every one of these comments whenever the subject of sales
comes up in conversation. However, lets take a look at what sales is for
you and your small business or independent practice.
You are selling an idea, a vision, or an ability to solve a problem. Your
prospect is looking for the solution. They have many choices and they could
be confused. They're looking for the right product or service that is going
to get the job done for the right price.
At this stage -- you are the product, the solution, the answer.
Now, who's going to be selling the product? It won't be your brother, sister,
mother or father (unless it's a family business) or any brochure you send
them ... It's all you!
Although you may not be a sales person by trade or training, you already
possess many, if not all, of the basic tenants and characteristics of a
great sales person. You just need to know what they are and how you can
use them to win new clients.
Pay special attention when reading through these Eight Characteristics because
I have some questions for you at the end.
Eight Characteristics of a Great Sales Person
1. Has expert listening skills and the ability to "tune in"
Every great sales person is a great listener. They not only listen to the
words but also to the meaning behind the story. A great listener knows how
to interpret the story and make assessments on what the customer needs,
wants, and has to have.
2. Is naturally curious and likes to explore
Curiosity is showing that you really care about the individual and their
current situation. Being curious builds a collaborative relationship allowing
for information and ideas to flow. Naturally, a by-product of being curious
is to explore. Asking the questions that draw out the client and their stories.
Great questions let the customer know you have thought about what they have
said and want to help.
3. Knows how to tell it like it is
Unfortunately, sales people have been placed in the "used car salesman"
box. Yes, there are a fair share of these folks out there. However, great
sales people couldn't be further from that definition. One of the core differences
- they tell it like it is. Taking this approach elevates the level of trust
between customer and sales person. Trust is a huge factor in getting hired
for anything.
4. Knows what motivates his or her customer
Everyone has a motivator switch. Some you can see, some you can't. Every
great sales person has the ability to uncover exactly what that motivation
is. In any selling opportunity (selling a product or yourself) the quicker
you find out what is motivating the client to make a change, the better
chances are for getting the sale.
5. Knows their product
Product knowledge is key in any sales opportunity. Being aware of the main
features and benefits is level one. Level two understands what fits the
clients' needs the most. A most powerful weapon in product knowledge is
the ability to create a customized product or service solution for each
and every situation.
6. Is a problem solver
A great sales person thinks not of pushing products on a customer. Rather,
they flesh out the actual problem facing the client, explore the circumstances
surrounding the problem, and then masterfully develop a solution that appears
to be customized just for the client's situation.
7. Knows how to improvise
Just like a good jazz musician can anticipate the flow of the music and
improvise where it sounds like every note was carefully planned out - so
does a great sales person. Each question asked and information presented
has the chance to get re-directed by the client. The key is to have the
ability to switch with that change and not miss a beat.
8. Uses their sense of humor to build a rapport
The idea is not to be a stand-up comic. It's leveraging clever and timely
humor that can alleviate any tension between the sales person and the customer.
Humor has a special ingredient that brings two (or more) people to an equal
level. That's where the most productive business is done.
Carefully go back to this list of 8 key characteristics of a great sales
person. Match up where you have utilized these characteristics before in
any situation. Good chances are that you will check off a majority of the
list.
Now, my questions:
• Do you see anything pertaining to any kind of technical or specialized skill in the list above?
• Are there any attributes that need a 6-month long training program?
• Perhaps you need 5-10 years experience before you could use them
with your prospects?
Safe to say the answers are NO?
You already have what it takes to be a great sales person in your business. Now you need to put them to work and gain the confidence that selling isn't that bad or difficult.
Just being yourself is what it takes.
Copyright © 2006, Frank Traditi
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