Apr 04 2008
Attributes of the Great Salesperson
I recently read a thoughtful post by Alan Johnson on John Chow dot Com. Alan warned us about “5 Words Which Drive Potential Business Partners Away”. Maybe, Later, Average, Excuse, and Cheap are not words that should be in a sales presentation as Alan correctly warns us. I would not guarantee results using that type of terminology when selling to clients or prospects either. As any good blog post would do, it inspired me and got me thinking.
Sales is an art form that has volumes written about it. From the psychology to the marketing there is a bounty of good information that can be found to suit every style and personality. I believe it is not only what you say but how you say it that makes the sale. Then you must deliver beyond the clients expectations.
Here are the attributes that I think makes a great salesperson:
Preparation – A good salesperson does his or her due diligence. Spend a half an hour of research on the company you are selling too; for example, take a look at their website and marketing material. It is always beneficial if you can demonstrate knowledge of a client’s particular niche or other relevant topic.
Product/Industry Knowledge – Know your product. There is nothing more that turns me off to a salesperson if they do not know their stuff. People want to do business with companies that not only have the products and services they need but that can also add value in the process. Consumers need to feel there is knowledgeable support after the sale has been made.
Charisma – It is something all of the best salespeople have. A smile, friendly demeanor, professional appearance, and that “special inner quality” that helps influence and lead.
A Listener – Take the time to listen to your clients needs. It is difficult to service a client if you don’t allow them the opportunity to tell you what they need.
Likeable – It is a lot easier to do business with someone who you like.
Confidence – This is where the close starts, when you are confidant it is easy to ask for the sale.
What other attributes make for a great salesperson?
Best Wishes
