Have you ever wondered why some sales people seem to effortlessly outperform their peers month-in-month-out?
Well, research conducted on sales people from a group of mid-sized companies in the US has found that top sales people shared the following nine traits.
- They see themselves as equals with their customers. Their role is to solve the customer’s problem. They show them respect, but never deference.
- They’re comfortable talking about money. For them, money is an expression of value, not something that’s out of their control.
- They’re comfortable with silence and use it as a way to allow the customer time to process information and seek clarification. Silence is as much an expression of their confidence as what they say.
- They challenge the decision maker if they make a material mis-statement of fact. That takes faith and confidence in their product and their research.
- They’re well prepared. They turn up with a pre-agreed agenda, with the necessary research at hand, and well rehearsed presentation.
- They don’t rush. They move slowly and deliberately.
- They ask great questions. These questions are primarily focussed on what something means rather than what it is.
- The follow up really well.
- They’re good at all the above, not just their favourite. In other words they work constantly on improving themselves.