What makes a successful salesperson?
What skills push somebody to the next level?
These are questions we’ve asked ourselves many times. Truthfully, there are many elements involved in becoming great at sales.
But we’ve narrowed it down to what we believe are 7 of the most important skills, or learned character traits, for being a great salesperson.
If you’re not reaching your sales goals, analyze your performance and figure out which of these you most need to work on. Chances are your numbers will increase when you do!
To connect with your prospects on a deeper level, you need empathy. In other words, you need to be able to put yourself in their shoes and feel what they’re feeling.
When your prospect feels like you understand them on this level, they’re much more likely to trust, and therefore purchase from you.
By showing empathy, you distance yourself from the stereotype of the “sleazy salesperson” that will do anything to make the next sale.
This is about being authentic with your words, and speaking without an agenda. Aim to figure out your prospects’ needs – what they’re after or what’s eating at them – and then believably show them how your product or service will help.
Don’t push something on them that they don’t need just to reach your sales quota. When people know that you have their best interests at heart, they not only do business with you, they often refer you too.
Sales can be a tough game. Odds are, you’re going to fail a lot more than you succeed, if we’re going purely by percentages. And when you do make a sale, it won’t always be easy.
So, you need patience both in the long-term and in the short-term. In the long-term, patience will help you stay focused on the big picture, even while you’re hitting a rough path without many sales.
In the short-term, patience can help you navigate through up-and-down sales calls where the pendulum seems to be constantly swinging. Instead of getting frustrated, you can calmly work through the interaction to an eventual sale.
One of the biggest keys in sales is to believe that every “no” brings you closer to a “yes”. With persistence, you can work through your struggles and get through those “no’s”, and most importantly, learn from them.
That way, every “no” really will bring you closer to a “yes”, and every interaction will help you become a better salesperson, instead of a more cynical one.
A lot of sales professionals give up after the first or second contact, even though statistics show that most sales occur well beyond. Keep at your leads and it will pay dividends.
This encompasses a few different elements: your tone of voice, volume, and pace of speaking, and also your ability to relate to prospects and build rapport.
With great communication skills, you can turn a “flat” sales call into an engaging one and get the prospect interested.
In your prospect’s mind, your level of confidence is indicative of the quality of your product or service. After all, if you were offering something great, why wouldn’t you be extremely confident?
Believe in yourself. Believe in your product.
With a high level of confidence, you will make a good impression on your prospect and signal that you offer something of high quality and great value.
When your product or service fits your prospect’s needs and you’ve gained their interest, do you know how to consistently close the sale? Do you know how to bring them out of the exploration phase, and toward a decision?
Closing is crucial skill. Without it, even the most interested prospects can slip through the cracks.
What other skills, or personality traits are crucial for becoming a great salesperson? Let us know in the comments below!