In every organisation, you’re going to find a combination of good sales professionals and not so good sales professionals. I’ve found that particular traits separate the top performers from the bottom. In this episode of the Selling in Asia Podcast, I share the traits of good vs bad salespeople.
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- Utilizing Data For Effective Sales Leadership with the Head of Sales Operations & Enablement of Carousell
Traits of a Good Salesperson
You should never meet a salesperson that isn’t friendly. You’ve got to have some people skills and those soft skills to be able to really get along with people. There’s this old expression you’ve probably heard. “People do business with people they know, like, and trust.” They’ve got to like you, so you’ve got to be personable.
Curiosity – You’re always exploring and discovering new tools that can benefit your customers.
Optimism – You believe the future is something you can control despite challenging economic times.
Wisdom – You have a way of looking at things and a perspective that your customers value.
Social Intelligence – You know how to put customers at ease in buying situations.
Enthusiasm – You love supporting customers and approach sales with excitement and energy.
Traits of a Bad Salesperson
Talks Over the Customer – No one likes to be interrupted or feel like someone isn’t listening. Give your customer time to express needs and wants. If you listen carefully, they will tell you the key to closing the deal.
Assumes Everything – Sure, do your homework and research your prospect before meeting with them, but no matter how much you know, you don’t know enough. Never assume anything. A better approach is to ask questions and listen to what your prospect has to say.
Timid – Be fearless when it comes to meeting new prospects and believe that you are offering the best solution for the person’s problem. People don’t trust others who are too shy or those unwilling to speak highly of themselves and their company.
Rude – Never confuse being confident and assertive with being disrespectful. Respect everyone you speak with: from the person who answers the phone and up. You never know who might become an advocate for the solution you are selling.
Waits For Customer – Many customers are hesitant to commit to making a purchase, especially a costly one. So never wait around for a prospect to call you, call them. This way you might find out what’s holding them back and you’ll be able to help them get past their concerns.
Gives Up Easily – Don’t give up. Sales is a numbers game. Get out there, and sell with passion, even if you feel dejected. You never know who will say, ”Yes.”