Being in sales for a big portion of my life, I often get asked what it takes to become a great salesperson. As in most lines of work, it takes a certain set of skills and effort which makes one person more successful than another.
When I bring people into our industry, I take into consideration many different things. Having a sales background certainly can be helpful, but it doesn’t necessarily mean someone’s going to be successful in our business. It is important to be a person with a good personality along with good communication skills. It certainly takes a positive attitude and a commitment to excellence.
All of these are important traits, but today I’d like to share with you three qualities which I believe the top salespeople possess.
1) The ability to become a problem solver.
It is extremely important that you have knowledge of your industry and what you are selling. You want to make sure you practice your presentation, and have it down, so it flows nicely.
Along with that, it’s also important to become a good listener. Each opportunity we face will be unique, and every situation is different. It’s important that we understand what problems a merchant is facing so we can help them solve their issues. This is where the art of listening comes into effect. We will not know what the merchant’s needs are if we don’t ask questions and we do not listen.
Great salespeople figure out what is happening. They understand the motives of their prospects and they identify what it takes to help them. All of this requires strong analytical skills.
Listen to the merchant, analyze what it’s going to take to help them.
2) They are creative.
Once you have figured out what it’s going to take to help the merchant, it’s time to come up with a solution and that’s where creativity comes in.
The typical salesperson comes to the same conclusions over and over again. The creative salesperson offers something different. They help merchants with their problems by giving creative solutions that provide added value with more benefit. Creative salespeople make the selling process much easier.
Once a merchant understands you are not trying to convince them but you are there to help them, especially after you have come up with a solution that makes sense, you will achieve great success.
3)They are determined.
It takes a special and unique individual to become successful in sales. It is a journey which sometimes can be difficult, especially if you are new to the industry. There are times when it will challenge your confidence, your stamina, and your will. You may even question whether or not you can get it done. You may feel like giving up but that’s when determination kicks in.
The best salespeople do not quit. They do not give up. They don’t let hopelessness settle in. The best salespeople are driven by the challenge and no matter what, they are determined to succeed. In order to have great success, determination is a must.
They are committed to the cause and will persist until they succeed.
All three of these traits are important, they also go together. In order to succeed, you have to be a problem solver, and you have to be willing to help the prospect achieve their needs.
Also, it is important to have a plan in place on what it’s going to take to help them achieve their needs. Once you have established that, be determined to succeed.
Don’t look back. Never give up. Keep plugging away, and surround yourself with people who are going to help you achieve your goals. Determination equals success.
Have a super fantastic week !
Regional Sales Manager RMSNPC