Have you ever thought about what makes good salespeople great?
I started thinking about this last weekend and created a list of qualities that, based on my observations and experience, make good salespeople great.
The difference between being ordinary and being extraordinary is actually quite small.
Consider the difference between winning the Kentucky Derby and finishing in second place.
Consider the difference between winning the Indianapolis 500 Race and finishing second.
In both instances the difference can be quite small.
Winners do make a difference especially if you’re a sales professional.
There’s nothing scientific about this list. It’s just 12 qualities that most great salespeople seem to have.
Here’s your list:
1. Great salespeople always seem to be smiling. You may not realize this but a simple smile acts as an attractor factor. Your smiling immediately warms up the environment you’re in. And since your smiling creates an involuntary reflex, it forces your sales prospects and customers to smile too.
2. Great salespeople always seem to have a “Can do attitude.” They don’t recognize the words “Can’t” and “Impossible.” Whenever they are challenged they always figure out a way to get the job done, especially if it involves one of their customers.
They never “Whine” about anything!
3. They’re also good listeners. They always pay close attention to their sales prospects and customers. Their eyes are like laser beams and not easily distracted when talking with their customers.
4. They also ask good questions. They prefer to ask open ended questions because these questions are the best to get their prospects and Customers talking.
5. Great salespeople are always focused on solving problems, not just making a sale. They realize the key to making more sales is solving more problems for their prospects and customers.
6. They never talk too much because they realize the less they say the smarter they’ll sound. Talking too much often puts the brakes on building rapport and credibility. The best substitute for talking too much is asking questions and attentive listening. Attentive listening usually means taking good notes.
You can assess every one of your sales calls easily by examining your notes after your sales calls. The more notes you have is the best indication of how much listening you did throughout the sales call.
No notes simply means you’re talking too much.
7. Great salespeople are slow to commit and quick to deliver. They seldom overpromise, which gives them the opportunity to exceed customer expectations. Over promising is one of the quickest ways to underwhelm your sales prospects and customers.
Let me give you example. When I take my car in for an oil and filter change they always tell me it will take at least one hour. So when the service manager brings my keys to my car in about 25 minutes how you think it makes me feel? Of course it makes me feel really good because they exceeded my expectations.
And don’t forget this – in this case the service manager established the expectations.
8. Great salespeople are always on time which means they arrive early for all appointments. Look at it this way. Being on time means you’re late. So always be early for every appointment you make.
9. They’re always enthusiastic. They love their work. They’re passionate about their products and services. They exude positive energy that can be felt whenever they walk into a room. This is not something people are born with. If enthusiasm doesn’t come naturally to you fake it. I’m serious! It’s important if you want to become a great salesperson.
10. Great salespeople are extremely goal oriented personally and professionally. They always have written objectives for every customer sales call. They don’t make routine sales calls because they know it’s simply a waste of valuable time.
They live every day with purpose and passion and so should you.
11. They never make assumptions about anything. They deal with facts and reality. They also treat their sales prospects and customers the way “They” want to be treated.
The Golden Rule says you should treat people the way you want to be treated.
The platinum Rule says you should treat people the way they want to be treated.
Think about this for a minute and let it soak in a little.
12. Great salespeople seem to have an attitude of gratitude. They appreciate your business and will often tell their customers that.
They also appreciate the help they get from their own internal staff people. They always express their gratitude.
The difference between good salespeople and great salespeople is not so big.
There is however a difference.
If you want to join the ranks of great salespeople read this list a few more times.
Discover the 12 Best Sales Questions To Ask Customers. When you ask these sales questions, you won’t be selling you’ll be solving your customer’s problems.
You’ll close more sales when you ask these 12 clever sales questions.
And your sales will take-off!