What makes a top salesperson being so good? Does he have some special skills or techniques? Or maybe it’s his personality and innate qualities? Did he learn those or was born this way?
Becoming a top salesperson is definitely not easy. To find one is even harder. Usually, recruiters test candidates in all possible ways before deciding that he or she is the one.
Some employers intentionally get late to the interview or even miss it. They give a task to sell or present a product right here and right now. They reject a candidate to see his reaction or e-mail him indicating a wrong name. This is because a salesperson encounters rejections from clients every day and the one wins who knows how to overcome them.
Generally, every recruiter has his own approach to finding a good salesperson. Some use the technique with an interview, some search for a person with discipline and teach them the rest of skills, some look for charisma, intelligence or drive.
So is there a special formula for finding a top salesman? In fact, there is. There’re qualities that each top salesperson shares. You should look for a mix of qualities and skills, positive attitude towards non-stop learning and constant growth.
In this blog post, I outlined several crucial points which you may want to take into consideration when hiring your next sales rep.
Introvert or extrovert as a top salesperson?
It’s widely accepted that the best sales people are extroverts. They are friendly, easy-going and open individuals who are known for their ability to find a common language with nearly anybody and to sell anything.
Very often, when hiring, recruiters will try to spot exactly an extrovert. However, people with such personality are easily distracted and enjoy being a center of attention. Thus, they lack an ability to listen, which is very important for sales.
Introverts, on the other hand, are deep thinkers. They are more focused and know how to listen.
So introverts or extroverts?
Actually neither of them. No extrovert nor introvert is the best salesperson but the one in between. Ambivert is a type of personality which combines both traits and makes a good sales rep. He’s friendly, open-minded and he’ll listen to your clients.
Also, there’s no person who’s 100% introvert or extrovert. Therefore, when looking for a salesman don’t choose by type of personality as it can be misleading. Better focus on what qualities he or she has.
So let’s take a closer look at qualities which top salespeople have
Optimist takes over attention and interest in a prospect mush faster and easier than a pessimist. No one likes pessimistic people, especially in sales. While on a phone it’s easy to hear if a person on the other side is smiling or not.
Though, it’s not only a smile on his face makes a salesperson optimistic.
What an optimist does in case of rejection? That’s right, he doesn’t give up. In the face of a failure or objection, he tries to overcome it.
Persistence is a crucial quality in a sales world as rejection for a salesperson is a usual thing. Thus, an optimistic person will use his intelligence and polite persistence to save a situation.
Rejection is a very real part of selling a product, especially when focusing on cold leads. A good salesperson isn’t easily discouraged and doesn’t take the rejection on a personal level.
2. Ability to listen and empathize
A typical salesman will mainly be talking, explaining his product and providing reasons why it’s the best.
A good salesperson will not only speak but also listen. He’ll try to understand the real needs of a prospect, connect them to a product he sells and only then offer it. Here in play comes empathy, the ability to listen more than talking as well as support a customer in choosing the right solution for him.
The value of a loyal customer is much higher than a quick sale. Thus, it’s more important to figure out concerns and issues of a prospect before offering your product.
Empathy helps a salesperson to study a prospect, show interest, and clearly demonstrate why his product is a proper solution for him.
3. Responsibility and discipline
Responsibility and discipline help good sales people do their job no matter what. At work, they actually work. Their thoughts are with clients, schedules and effective tools.
Good salesmen are always ready for a call, demo or a meeting with a client. They are responsible so they don’t look through materials minutes before the start but prepare way ahead.
They possess a discipline to follow up, to make that call or send that email. Their job doesn’t end when the deal is closed. They keep working with a prospect once he becomes a client. They build a personal relationship with a client for him to become a loyal customer after.
What else makes a person being responsible is his ability to recognize his mistakes and not to blame other people. In case of a failure, he won’t be defensive accusing people and other, instead, he’ll be working on finding the way out.
4. Being smart active
Best qualities of a good salesman include being smart active which means being effective.
They say that a high number of closed deals is the most accurate indicator of salespeople being active at work. In this sense, activity is correlated with results. More e-mails mean more meetings, which lead to having more demos, which, in turn, bring more closed deals. But it’s not always the indicator of efficiency.
A smart thing to do is to invest more time in collecting information about your prospect. It’s always better to spend more time on one prospect, close the deal and get a loyal customer rather than shoot for many and get zero. It’s the quality over quantity rule.
Another thing to pay attention to, good salesperson use techniques that work. Once they managed to close a deal using a particular approach, they’ll try it again with another prospect. Of course, it’s important to take into account all the differences and stay flexible.
Finally being active doesn’t mean working non-stop 10 hours per day 6 days per week. Indeed! Smart salesmen plan their day, week, a month ahead. They work effectively, remember? They take breaks, rest and don’t forget about their sleep.
5. Being eager to learn
You know what differentiates a top sales specialist from a regular one? They are non-stop learners, improvers and they constantly strive for growth. Good salespeople follow their favorite blogs, trends, recent news in sales and the world, read psychology etc. They try to stay up to date on the news and be an all-around person. That’s why top salesman can make a conversation with anybody.
Well, you probably know that knowledge is power. Top sales don’t simply know it, they follow this saying every day.
6. And one more quality of a top salesperson
The last but not least, all top sales have that one quality, which is a synonym for charming, engaging, alluring, magnetic. This is a quality that makes a regular salesman to become a great one. A top salesman is always charismatic. It’s important for him to attract attention, make people stop for a moment and actually listen to him. No matter how cool your product is or what is that best offer you’ve got out there. If you’re unable to turn person’s attention to hear about it in the first place. And charismatic salesman will do it with ease.
In addition, charismatic people are confident people. A salesperson with such a great attitude will be able to bring your product up from a pool of other attractive solutions, prices and deals. And the reason is that he knows how to talk to a client.
Without a doubt, all sales managers want to find the best people to join their team. But sometimes it’s better to hire someone with a great attitude and then teach them sales. It’s important to give a chance to motivated, disciplined and responsible people with a great attitude. Those who are eager to learn constantly, improve and develop new skills make top salespeople.
Every manager has his own approach style towards choosing a good salesperson.
I wish you good luck in finding your own!