Characteristics of Successful Salespeople

What separates successful salespeople from the rest of the pack? Most successful salespeople, in virtually any industry, possess certain characteristics. By examining the characteristics, it becomes apparent what you can do to become a more successful salesperson.

First, successful salespeople 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. 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 also avid goal setters. They know what they want to accomplish and they plan their approach. It is important to have goals that are specific, motivational, achievable yet challenging, relevant to the situation and time-framed. Visualize the target, determine how to achieve the 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.The most effective way to present a product or service is to uncover the customer’s goals, objectives, concerns and hesitations. This allows the salesperson to effectively discuss the features and benefits of the product and service that most relate to each customer.

In addition to asking the questions, successful salespeople listen. Most salespeople will ask a question, then give their customer the answer or continue to talk afterwards instead of waiting for their response. Great salespeople know customers will tell them everything they need to know if given the right opportunity. Therefore, ask questions and listen carefully, taking notes and summarizing an understanding of the customers’ comments.

Remember—silence is golden. Beyond just sales technique, 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. When you are passionate about the products or services you sell, your enthusiasm will shine brightly. 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 favors by continuing to represent something you can’t get excited about.

That enthusiasm is critical. Successful salespeople 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, focus on the positive elements instead of being dragged down.

Next, it is important to take responsibility. The best salespeople do not blame internal problems, the economy, tough competitors or anything else if they fail to meet their sales quotas. Actions alone determine results, so simply do what is necessary.

Because of this responsibility, these salespeople work hard. Most people want to be successful, but 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 coworkers and stay later than everyone else. They make more calls, prospect more consistently, talk to more people and give more sales presentations than their coworkers.

This also keeps them in touch with their clients. Constant contact helps keep clients, and there are a variety of approaches available. Send thank-you, birthday and anniversary cards. Make phone calls and schedule regular “keep in touch” breakfast and lunch meetings. Send articles of value to your customers or send an e-mail newsletter. Successful salespeople are constantly on the lookout for new and creative ways to keep their name in their customers’ minds.

In the end, sucessful 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 price is a factor in every sale, but it is seldom the primary reason someone chooses a particular product or supplier. A well-informed buyer usually bases much of her decision on the value proposition presented by the salesperson. Therefore, it is important to create this value with each customer, prospect or buyer.

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. Contact Robertson at (905) 633-7750 [email protected].