When you’re hiring salespeople, you’re hiring someone to represent your company. Afterall, they are the face of your brand. So it’s only natural that you would want to hire only the best. Does this mean they have to have a lot of sales experience? Not necessarily, but they should possess certain traits which in the end, identify them as a successful salesperson. Based upon my observation, I believe highly successful salespeople must posses the following seven traits:
Successful salespeople are able to respond on demand. If you know your brand like the back of your hand, answering on the fly shouldn’t put a great salesperson into a frenzy. There’s nothing worse then hearing pages of notes rustling or asking a prospect to hold on while you look for the answer to their question.
When there’s no concrete solution to a prospect’s question, it’s your duty to come up with an idea that you know will please them and will undoubtedly work. Never walk away from a situation where you leave a prospect without a solution.
Establishing credibility should be one of your primary sales objectives. Your credibility is so important that it can make or break the sale.
Building rapport is all about creating a common interest and establishing a relationship that feels authentic and true. Trust builds rapport, but don’t make promises you can’t follow through on. Give them solutions that they can use immediately, building trust.
Good facilitation is the difference between success and failure. A successful salesperson will help bring about an outcome that meets the buyer’s expectations by providing indirect or unobtrusive assistance or guidance.
The best salespeople have thick skin. They know it’s not personal when faced with rejection. Remember, there are customers who don’t need what you have to offer.
A successful salesperson is always positive even during difficult times. They believe even when the odds are stacked against them that they will create a positive outcome for all parties.
Anyone can be taught to read a script. However, the most successful salespeople can think on the fly. They take nothing for granted and they always put the needs of the client or prospect first.