We’ve talked a lot before about what makes a good sales plan, the key characteristics of good sales prep, and even the anatomy of a good sales call! But one thing we haven’t explored yet is what actually makes a good sales person.
While everyone is a natural salesperson (yes, even you), there are a number of skills and abilities that a truly great sales person will have, including being:
Good with goals and priorities
Goals and priorities are the framework that keep you on track with your sales, so a good sales person sets goals for different parts of their sales process and checks in with them regularly.
They also know that you have to prioritise critical sales activities over everything else — if you don’t, you may end up wasting time and energy on activities that don’t pay off.
Interested in people and curious to find out what’s going on in their world
You might not have expected this one … after all, the stereotype of a traditional sales person in days gone by is a loud mouth who’s more focused on closing and commission than connecting. But the best sales people are genuinely interested in other people. They have great empathy skills, and they’re able to relate to all kinds of people, because they not only care about what they do, but how that helps other people. They’re curious, even about things that aren’t directly related to their sales relationship, which helps them build rapport and foster long term relationships, rather than just churn.
In the habit of asking great sales questions
One of the best things you can do in a sales conversation is ask great questions. Having this skill makes selling much, much easier. After all, you can’t really effectively sell to someone if you don’t know what they want and how they want to get it. It also is a form of service to the potential customer.
You hold that space for them, and repay their time and effort in answering your questions by really listening and giving them good, honest recommendations. (Need to brush up on your sales questions? Read this.)
Eager and enthusiastic to help others
The best sales people aren’t just in it for the money. There’s a bigger picture there, a greater desire to be of service. This means that they’re not only eager to deliver great service and bring real value to people, they’re also enthusiastic about helping others, whether that’s in the context of a sales call, finding the best solution for a tricky problem a potential customer’s having, or even referring people to other service providers. They know that this is the way to build strong sales relationships that last — and they genuinely love being of service.
Finds ways to keep inspired and motivated
Great sales people keep themselves inspired and motivated every single day, not just when they have big wins. They know that selling is a marathon, not a sprint, and that to keep themselves in a positive state, they need to feed that positivity daily. (Need help with this? This is for you.)
So how did you measure up?
Maybe you found out that actually, you’re a better salesperson than you thought, in which case, congratulations! If you found out that you have some areas to work on, that’s OK too. Don’t get discouraged, use this as a guide to figure out what you need to focus on — then do it! You can get much, much better at any one of these things pretty quickly.
And of course, we’re always here to help. We’ve got courses covering everything from rapport building to mindset, so don’t be shy — give one a try for free and see how much it helps you!
Until next time,