What Makes Good Salespeople
you ever thought about what makes
good salespeople great?
thinking about this last weekend and
created a list of qualities that make
good salespeople great.
difference between being ordinary
and being extraordinary is actually
the difference between winning the
Kentucky Derby and finishing in second
the difference between winning the
Indianapolis 500 race and finishing
both instances the difference can
be quite small.
do make a difference especially if
you're a sales professional.
nothing scientific about this list.
It's just 12 qualities that most great
salespeople seem to have.
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.
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.
never "Whine" about anything!
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
They also ask good questions. They
prefer to ask open ended questions
because these questions are the best
to get their prospects and Customers
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.
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 notes.
can assess every one of your sales
calls easily by examining your notes
after your sales calls. The more notes
you have is the clearest indication
of how much listening you did throughout
the sales call.
notes simply means you're talking
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
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
don't forget this - in this case the
service manager established the expectations.
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
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.
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
live every day with purpose and so
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.
Golden Rule says you should treat
people the way you want to be treated.
platinum Rule says you should treat
people the way they want to be treated.
about this for a minute and let it
soak in a little.
Great salespeople seem to have an
attitude of gratitude. They appreciate
your business and will often tell
their customers that.
also appreciate the help they get
from their own internal staff people.
They always express their gratitude.
difference between good salespeople
and great salespeople is not so big.
is however a difference.
you want to join the ranks of great
salespeople read this list a few more
You might also benefit from my Sales
Manual "57 Sales tips
To Reinvent & Distinguish Yourself
From Your Competition."
How To Become A Better Sales Manager
hope you realize that effective sales
managers aren't born they're made.
Do you remember
when you got promoted into sales management?
I don't know if you do, but I sure
remember when I got promoted.
When my excitement
subsided I faced the reality of new
my job without any preparation and
What a scary
proposition that was for me. Back
then, I thought I knew all that I
needed to know about being a good
I didn't know what I didn't know.
And of course that just extended my
If you are sales
manager and have never experienced
sales management training, you have
to realize you don't know what you
Why not discover
what you don't know and become a more
effective sales manager.
Please forward this to all the sales
managers you know. They'll thank you
and so will I!
- Being a sales manager means you
are expected to get selling results
through other people.
see, salespeople develop accounts
and sales managers develop salespeople.
how to do it better here:
- If you're interested in becoming
a great sales person, I've got a collection
of selling ideas that can help you
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