Qualities of a high-performing salesperson
Many people are capable of selling a product or service, but there are a few things that separate high-performing salespeople from everyone else. What makes them so effective? Here’s five attributes that make them so good at what they do.
- They know their stuff. A top salesperson knows everything there is to know about the product or service they are selling, and also everything there is to know about what their competitors are selling. They can answer anything that is thrown at them by a customer, and can assure the customer that what they are selling fits their needs the best. Repeat customers are made through customer satisfaction, and understanding what a customer wants is the best way to get it.
- They understand the importance of a first impression. Nothing can change the impression a person leaves in the first few seconds of meeting someone new. If things don’t start well it can be difficult to turn that impression around. No one wants to listen to someone stumbling over an unrehearsed presentation when they’re meant to be giving you their best effort. Top salespeople know how important it is to look sharp and be prepared, and speak confidently from the first meeting.
- They know how to listen. Top salespeople will listen more than they speak in order to get a good understanding of the customer’s needs. Listening is the best way to understand what the customer actually wants. Asking questions about why the customer wants what they want will lead to the best outcome for both sides.
- They constantly build personal relationships. The best salespeople understand how important personal relationships are in sales. They are constantly making new connections, and keeping up with older ones in order to keep as many doorways open as possible. Lasting relationships keep customers and also expands a salesperson’s network through referrals.
- They never forget. The best salespeople always follow-up with potential clients. They take notes in meetings so they know exactly what a customer needs. When a salesperson doesn’t follow-up after a meeting, a customer will feel undervalued and are not likely to follow up themselves. It is the same situation with forgotten or incorrect information; no one likes to feel like they are unimportant and an effective salesperson will never let that happen.
If you feel your sales skills are lacking, or could do with a fine-tuning Flexible Training Solutions offers a Certificate IV in Business Sales.