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Patient
A great sales person understands that selling today takes an average of eight calls before a commitment is made. They persist and remain on track until the sale is consummated.
Precise
The great sales person doesn’t not need puffery or exaggeration to make his or her point. They use the precise details of the products to clearly represent the features and benefits of their products.
Polite
The great sales person minds his or her manners. They remain cool, unemotional and professional throughout the sales process.
Planning
The great sales person understands the value of planning their time and sales strategies to achieve their goals and objectives.
Prepared
The great sales person is prepared for every sales call, focusing on a specific reason or purpose for that call. They are prepared to handle objections and take advantage of the opportunities that present themselves.
Punctual
The great sales person understands the value of time. They respect both the time of the prospect and their own time. They make sure they are on time for their appointments and if necessary call to reschedule if they are going to be late.
Practical
The great sales person is both practical and pragmatic. They understand failure and rejection are a part of the job. They are able to keep things in perspective and walk away from unprofitable situations.
Something to Think About
Great sales people are committed and purposeful. With that in mind consider the following points:
1. As you review the nine characteristics listed above, think of the various situations where one or more of these characteristics allowed you to make a sale. Explain.
2. What characteristics do you need to work on and polish? What is your plan to improve this skill? Explain.
-- By Timothy F. Bednarz, PhD
Timothy F. Bednarz, PhD is the Principal Partner of the American Management Development Group. He can be reached at 800.654-4935 or amdg@charter.net. Find out more at www.LetsTalkSelling.com.
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