What sets a top salesperson apart from
merely an average one? Are top sellers born with a set of innate qualities that
allows them to outperform their peers? Or can a successful salesperson be
nurtured over time to develop the traits that add up to a star seller?
In a recent post we rounded up tips
from top sales people including the importance of forging personal connections
with customers and listening first, selling second.
In this post, we look at what experts call
the traits of successful salespeople. If nature didn't deal you a strong hand,
time to work on nurturing those must-have qualities.
After interviewing 1,000 top salespeople at
global business leaders, sales expert Steve W. Martin identified seven traits
that he says define successful salespeople. See how you stack up.
Modesty: Turns out that glad-handing, over-the-top
salespeople only succeed in movies. Customers prefer a more modest approach, one that puts their needs
front-and-center, rather than a salesperson's over-the-top efforts.
Conscientiousness: Top performers are driven by a
sense of responsibility and duty. They are detail-oriented and feel an
obligation to do their best work and care about the results they provide for their
Achievement Orientation: No surprises here; top
sellers are driven to succeed. Many top sellers played sports and carry a sense
of drive and competition with them into their careers. They get results because
they expect results.
Curiosity: Inquiring minds do more than want to know:
they seal the deal more often than not. When an effective salesperson trains a
curious mind on a customer, they can unearth information that helps sell
solutions to their client, this closing the deal.
Lack of Gregariousness: Again, glad-handling
and over-the-top friendliness can get on the way of a sales pitch. Salespeople
that remain professional and dispassionate can better finesse a transaction
than a salesperson that has become too personally connected to a customer or
who is hamstrung by their need to be liked.
Lack of Self-Consciousness: Top salespeople are
less likely to feel bashful or embarrassed than their counterparts. A lack of self-consciousness makes it easier to cold
call or push to close a deal.
For more on the personal qualities of
successful sellers, read Seven Personality
Traits of Top Salespeople.
qualities make a successful salesperson in your book? Share
your thoughts here and at the Pendaflex Facebook
nAnODH A unique note..!
t5pszz Major thankies for the article.Really looking forward to read more. Fantastic.
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