Top 5 Characteristics Of A Great Sales Person

No. 1 - Results Oriented

If you are selling for someone else, what they care about most is whether or not you meet your target. One of the best things about being in sales is you have a tremendous amount of freedom and discretion in how you use your time. In return, you must be able to stay focused on the big picture and not let small problems or dramas distract you. If you sell for yourself and you are not focused on results, then you are not in business.

No. 2 - Courageous

We all experience fear at one time or another. Great salesperson are courageous in that they are able to act and move forward even in the presence of fear. Fear is the reaction we have when you know you need to do something or that something is going to happen soon that you are not prepared for. This could be making cold calls or making a BIG decision that you believe to be right when you know that your management will not agree with you.

No. 3 - High Energy

This one is really simple. Despite all the lame jokes about salespeople being out on the golf course all the time, top performers work their asses off. Being able to kick-back and work 30 hours a week while meeting target may sounds great. But the true top performers got that way by working long hours and hard to beat out their competition while the other guys were boozing it on the golf course. In short, you must be able to do "whatever it takes" to get to the top.

No. 4 - Know People

Of all the characteristics that people attribute to salespeople, this is the one that most people are most often talking about when they describe a "natural". the ability to establish rapport and maintain rapport is probably the single most powerful skill a salesperson can have. The most flexible person can adapt and establish rapport with others from a multitude of backgrounds and cultures. The longer you maintain rapport with more people, the more chances you will have to ask questions, uncover opportunities and present solutions that make sales. And as with everything else in sales, this skill can actually be learned.

No. 5 - Committed to growth

Great salespeople got that way by always looking for a better way. They are always improving their approach, techniques and their attitude. There are many philosophies on what the best approach to sales is. Some work better thatn others depending on one's own personal style, the product you are offering and the customers you sell to. Great salespeople know that they must look for the best examples of excellence and adopt the individual aspects of this that they can see.

What left out of this list? It's agressive and enthusiastic. Agressive's definition inclues the word hostile in it. I do not know anyone these days who can effectively sell in a hostile manner to their customers. As for enthusiasm, I believe it has a time and a place. If you run around like a cheer leader for your company all the time, you will annoy people and you probably will not be listening as well.

8 Ways to Selling To A Compliant Type

Compliants have a strong need for security and are risk-adverse. They tend to focus excessively on details, procedures and polocies. The resulting behavior is oftn manifested in perfectionism. In buying situations, they need constant reassurance that they are making the right decision. They are much interested in hearing what you have to say than in telling you what they want. their nonverbal cues are cautious, controlled and guarded. If the buyer sitting across you fits in this type, follow these ways.

1. Reflect the buyer's communication style

Compliant projects caution, concern and focus. They position their bodies to listen intently and to take in as much information as possible. Do the same. Through steady eye contact, a sincere tone of tone and attentive posture, communicate your desire to serve.

2. Uncover organizational factors that might increase insecurity

Consider these questions that get at the risk felt by the buyer:

- "Has your company regretted similar purchasing decisions in the past?"
- "Why did you regret that decision?"
- "Are you under any special pressure regarding this decision? Why?"

3. Emphasize your williingness and ability to diminish risk

Show how you can reduce the uncertainty associated with making the decision. Consider building a "safety net" for Compliants without bending so far that you create an urofitable customer. For example:

- Creating a money back guarantee
- Expanding the usual after sales service
- Lengthing the repair warranty
-Negotiating the contract obligation for a shorter time period than normal
- Building scheduled points into the project for when it can be terminated by the customer

4. Highlight your referrals and satisfied customers

Compliants seek safety in numbers. If they see that others have signed on and are satisfied, they too will take the leap. Provide as many endorsement as possible.

5. Show how you product or service will reduce pain

Pain reduction is especially important for Compliants. Whereas other types of buyers are concerned with the "what", they are more interested in the how and why your product relieves pain, bring in support personnel to do a reassuring dog and pony show.

6. Validate cautious approaches

Although they may not explicitly seek your approval, they nonetheless respond well to it. Compliment them on an approach that will ensure that the right decision is made. "I think your idea to shorten the length of your obligation on the contract is sensible given the uncertainties you face."

7. Use the best case/worst case scenario question

Ask these questions:"Describe the best case that might result from purchasing this product." "Describe the worst case scenario that might result from making this decision." Demostrate that the worst case is highly unlikely and that the best case scenario is highly probable.

8. Bring out the data

ompliants wants proof. Bring plenty of catalogs, bulletins, brochures and ciculars. Point to numbers, statistics, specifications, blueprints and any other comforting details.