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Thursday, August 14, 2014

Attributes of a Salesperson

Sales as been seen as the life line of every company dealing with products and services. Management of these company now draw more emphases on how to increase sales in other to generate the company profit.

Therefore it’s the only thing that pays," according to Grant Cardone, sales expert and author of Sell or Be Sold: How to Get Your Way in Business and in Life. "If you're not going to be great in sales, go get another career, because it's too hard to do if you're not going to succeed," Cardone adds. "Great salespeople are literally the engine of every economy in the world." Questions are asked why are some salespeople unable to hook a buyer as masterfully as they seal a deal?. And why do many salespeople struggle to do both?

Basically this fall into two words: “Personal constraints” Personal constraints are those things that limit us as individuals – that hold us back. So what does a great salesperson looks like? While this varies across industries and even across salespeople in the same organization, the following are the most common traits: Below are some of the attributes of a Great Salesperson

 1.A good salesperson don't think in terms of sales but rather in terms of building a business. Great sales people are building a business, not just trying to make a sale. When you think beyond a sale, you're going to get other people's attention much more easily. They're going to be more interested in what you have to say. You want something that's going to survive beyond one sale.
2.A good salesperson are disciplined – Procrastination is non-existent for successful salespeople, who possess tremendous follow-through and are not easily swayed from their tasks or goals. They are good at organizing, planning, and prioritizing, and have a “do it now” mentality.

 3.A good salesperson don't rush--A study was done about physical demonstrations of confidence and power some time ago. The external view of two people moving was observed by a cross-section of people and questions were asked about which one had greater confidence, was paid more, and had a position of greater authority. They both wore similar attire, and were of the same body shape and age. The only distinguishing characteristic was the speed in which they performed their actions. The one who looked rushed always scored lower. An appearance of confidence in part comes from an appearance of control.

 4.A good salesperson is always positive – Successful salespeople see the glass as half full. They have positive attitudes and are able to turn negatives into positives in any sales situation. They learn from defeat to better improve their chances of success.

 5.A good salesperson don't see failed sales attempts as failures but as investments in the process. If you don't close a business deal, don't think of it as a failed attempt. You should know that some attempts pay while others don't, but they're all investments in the business.
6.A good salesperson invest in his/her education, development and personal motivation, knowing that these are the tools of a sales professional. You need to continue to invest in your game, much like a professional ballplayer is always practicing.

7.A good salesperson is always confident – Rejection is commonplace in sales. Salespeople hear the word "no" all the time. Successful salespeople have the confidence to take "no" as a challenge, not as personal rejection.

 8.A good salesperson adapt to situation – Successful salespeople understand that change is sometimes necessary and are able to quickly adapt and to change what doesn't work.

 9.A good salesperson ask great questions--This has been written about by me and many others. The data confirms that the higher-performing sales representatives ask more questions--often more than twice as many--and their questions are more focused on implications than on data. Put another way, they ask questions about what something means rather than just what it is.

 10.A good salesperson surround himself with overachievers and have little time for those who don't create opportunities. These people are sometimes viewed as being uninterested in others, but the truth is that they're just not interested in low production. They don't want to waste time with people who can't get anything done.

11.A good salesperson is hardworking – Successful salespeople have a good work ethic and do what it takes to get the job done. They also are willing to roll up their sleeves and work long hours to reach and surpass their goals.
12.A good salesperson is willing to invest in networking, building community and relationships, knowing for sure that the difference between a contact and a contract is the "R" that stands for "Relationship." Invest in your community.
Don't look at it as an expense since you need to develop these relationships. So, go ahead and join the country club, participate in community development and give money to people that needs it. In other words, be involved as much as you can.