The first important characteristic that these sales people have in common is that people REALLY RESPECT THEM. And I don't mean at one or two large accounts... I mean EVERYWHERE. Whether its the CIO of a Fortune 100 corporation, the lunch lady who rings up their order on the lunch line, the airport check-in folks, or the other sales people on the team. I hate to use the new age term "aura", but that's probably the best description. These folks have a magnificent aura. People come away from interactions with these masters of selling smiling, whether its someone who thinks they are attractive or the customer's project manager who knows this sales person is going to do everything it takes to make him successful. Outstanding sales people breed an aura of respect.
The second important characteristic great sales people have is that they ask for commitments, and they keep their commitments. There is no un-trustworthiness about outstanding sales people. If someone breaks a commitment, he confronts them directly, makes them aware of the broken commitment, and asks them to recommit. If he needs to break a commitment, he empathetically asks how that will effect the situation and if there is anything he can do at a another time to make things whole. No need for drama and no judgement or bitter emotions. They do this in a calm and appreciative manner. A good sales person is mindful of people's time and attention. This is the reason great sales people forecasts their pipeline with great accuracy. They build trust.
The third important characteristic is an innate ability to see things from other people's perspective. "If I were in their shoes, this is what I would be thinking about." This quality makes an outstanding sales person a better qualifier of opportunities, a better negotiator, and some one who knows exactly what questions to ask to get the prospect/customer on their side. They are outstanding readers of people's motivations.
Other characteristics that are common among outstanding sales people:
They understand business. Whether its a balance sheet, a labor dispute, or a unique opportunity in the market. They can have a enlightening conversation with a CEO or a janitor.
The third important characteristic is an innate ability to see things from other people's perspective. "If I were in their shoes, this is what I would be thinking about." This quality makes an outstanding sales person a better qualifier of opportunities, a better negotiator, and some one who knows exactly what questions to ask to get the prospect/customer on their side. They are outstanding readers of people's motivations.
Other characteristics that are common among outstanding sales people:
They understand business. Whether its a balance sheet, a labor dispute, or a unique opportunity in the market. They can have a enlightening conversation with a CEO or a janitor.
They understand what it is their company can offer. They may not know all of the nuts and bolts of how the technology or service works, but they can either get the right resources to explain it, or keep the process going with a commitment to get answers as soon as possible.
They are lifelong learners. Whether its learning about a new technology, picking up a new hobby, or improving their communication skills through personal growth. Outstanding sales people have a thirst for new knowledge.
They are lifelong learners. Whether its learning about a new technology, picking up a new hobby, or improving their communication skills through personal growth. Outstanding sales people have a thirst for new knowledge.
Really good post, Rick, and I agree wholeheartedly. Sales is an oft-derided field of endeavour, but without it there is no product development, no service contracts, and the list goes on. Great salesmen are the lifeblood of an organisation.
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