Qualities of a great salesperson
Whether you’re a sales manager looking to hire a great salesperson or a good salesperson looking to get better, recognizing the traits top salespeople have in common will help you get better results.
In general, traits are attributes that you have, or that you have a predisposition for. However, most of these traits can be cultivated or improved upon. We’ve found five consistent characteristics of successful salespeople. Let’s look at each one of these essential traits in more detail.
A person with focus is internally driven to accomplish goals and can stay attentive to one topic. Focused individuals are more demanding of themselves than other people and they are self-motivated. They are able to organize themselves and recognize what needs to be done in order to achieve their goals.
In a salesperson, focus produces best results when it is balanced with empathy. You then see a person who listens and identifies with the customer while keeping focused on set goals, and who is able to translate these goals into solutions for the customer.
Initiative is the ability to work on his own without any guidance from anybody. It is very useful quality for success in dealing with customers. Of course, in early stages a salesman has to work under the supervision and guidance of senior salesman. But in course of time, he has to depend upon himself and take independent decisions.
Power of observation is another important quality of a salesman. A good salesman must be a keen observer. He should observe the changes in style, fashion of people, activities of rivals, Government policies, general attitude of customers and other things.
4-Desire to Improve
The final trait is the desire to improve their craft. The best sales people I know are continually working to get a little better. They possess a certain humility that, while they know they are really good, they are always open to getting a little better, refining what they do or know and actively seek ways to get more efficient.
A person with a strong sense of responsibility does not place blame on other people when placed in a difficult situation. This type of person, referred to as an “agent”, gets things done and when obstacles arise, accepts any errors or omissions that have occurred. He or she does not get defensive nor do they try to blame the situation on circumstances or on other people by making statements such as, “It’s not my fault boss that consumer confidence has declined due to terrorism and the war in Afganistan.” Sales managers should strive to hire agent-type representatives.