Brian McKittrick is the bestselling author of “It Ain’t Rocket Surgery” and founder of Insurance of Texas.
In sales and business, we call the most effective salespeople a “CLOSE”.
Sell can be a position experiencing the highest highs and the lowest lows. Many people have theories about how the best salesperson outperforms their peers. But I believe that regardless of the individual style of the salesperson, there are traits that all great salespeople share. The good news is that it is possible to develop these traits and skills through training, study, and hard effort.
In my experience as a sales professional and leader, there are a few qualities that great sales professionals have in common.
• C: Trust
• L: sympathy
• O: Optimism
• S: stability
• E: Enthusiasm
• R: Reliability
When it comes to selling, trust is key. Customers want to buy from someone who believes in what they are selling and who is passionate about the product or service. Trust is rooted in belief in who they are, belief in their product or service and their ability to sell it. If a seller is unsure of what you are offering, it will be difficult to close a sale. Rather than appearing needy or desperate, the trust will make them seem like an expert worth doing business with.
Trust can also help build relationships with potential customers. People are more likely to work with someone they trust and believe is knowledgeable about the product or service. By demonstrating confidence in what they are selling, they are more likely to build lasting relationships with customers.
When members of a sales force are able to operate in a confident manner, organizations can see better closing rates, higher ticket transactions and a boost in morale.
Likeability is important to be successful in sales because it allows sales professionals to build trust and credibility with potential buyers. When people like a salesperson, they are more likely to believe what the salesperson has to say, and prospects are also more likely to do business with the company.
To become more sympathetic, it is important to be authentic. Don’t try too hard to be someone you’re not. Just be yourself and let your personality shine through. Be friendly, outgoing and positive and always treat others with respect. Take the time to build relationships and listen more than you talk. When people feel like they know and understand you, they’re more likely to like you.
Optimism is absolutely essential for sales success. When it comes to sales-customer relationships, people are more attracted to others who show positive energy and enthusiasm. If you’re optimistic, it shows in your attitude and makes you more engaged.
Optimism also gives you the courage to face rejection. Optimistic people are more likely to see opportunities where others see problems. Therefore, they are more likely to brush off failures and keep trying until they finally succeed.
The ups and downs of the sales cycle can be daunting, but it is paramount for sales professionals to remain steadfast to be successful. The key is to keep an eye on the long-term goal and not be discouraged by short-term setbacks.
It is also important to remember that the sales cycle is not always linear. There will be times when the salesperson will have to put in more effort to make a sale than usual, but by staying consistent, a true salesperson will see success. Steady effort is what sets successful salespeople apart from the rest. It’s what allows them to overcome obstacles and make deals that others can’t.
So to be successful in sales, don’t give up, don’t get discouraged and keep doing your best. Eventually you will see the results of your regular work.
I’ve heard it said, “Sales is a transfer of enthusiasm.” Major sellers are excited about the deal. Enthusiasm creates a positive attitude, which is contagious and helps build rapport with potential customers. If the salesperson can show that they are passionate about what they are selling, it can be persuasive to prospects who have not yet decided to make a purchase.
For building lasting customer relationships, enthusiasm is just fun, and customers will remember a salesperson who made the experience enjoyable. This can also lead to referrals.
The best sellers are the ones that are reliable. When a customer knows they can count on you to be there when you say you want them to, have the answers to their questions, and deliver on what you promise, that builds trust.
Being reliable also means being consistent in your actions. This means doing what you say you are going to do, meeting deadlines and keeping promises. Customers appreciate knowing that they can count on you to be trustworthy. If they know they can rely on you, they are more likely to buy from you and more likely to recommend your services to their employees.
What the sales manager can do?
Building great sales teams starts with proper training on the company’s offerings, presenting the offerings, and providing the executables. Choose your training, increase the quality of the content and reward positive behavior. You will see your sales groups build confidence, optimism and enthusiasm. By developing these traits, the sales team will increase their enthusiasm and sympathy and prospects, such as dealing with confident and enthusiastic salespeople.
Keep in mind that there will be challenges. Sales leaders need to remain steadfast, enthusiastic and keep the team focused. Remember, it’s not as hard as you probably make it.