Peter Fletcher

  • About
  • Blog
  • Contact

9 traits of great sales people

January 17, 2014 by Peter Fletcher

Woman selling lemonade

Top sales people share 9 traits. Waiting for customers to show up isn’t one of them. Image: City of Boston Archives http://www.flickr.com/photos/cityofbostonarchives/

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.

  1. They see themselves as equals with their customers. Their role is to solve the customer’s problem. They show them respect, but never deference.
  2. They’re comfortable talking about money. For them, money is an expression of value, not something that’s out of their control.
  3. 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.
  4. 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.
  5. They’re well prepared. They turn up with a pre-agreed agenda, with the necessary research at hand, and well rehearsed presentation.
  6. They don’t rush. They move slowly and deliberately.
  7. They ask great questions. These questions are primarily focussed on what something means rather than what it is.
  8. The follow up really well.
  9. They’re good at all the above, not just their favourite. In other words they work constantly on improving themselves.

Filed Under: Daily blog, Motivation Tagged With: performance, personality traits, sales performance, selling skills

About Peter

Speaker, trainer and coach. I write about living, loving and working better. Love a challenge. More...

Subscribe

Get the latest posts delivered to your inbox.

Recent Posts

  • Perth property market report
  • Mandating madness: The case against compulsory e-conveyancing
  • PEXA: Stop treating conveyancers like idiots
  • Page 1 of 365
  • Looking back, looking forward

Top Posts & Pages

  • Foucault on power relations
  • Why saying "You've got potential" can be the worst thing to say
  • Foucault on Confession
  • Home Page
  • How plugins can quickly create headaches
  • So just why did you add me as a Friend?
  • About Peter Fletcher
  • Surveillance and the capitalist state | Giddens
  • Mayorism: a different approach to hyper local domination
  • What Jack and the Beanstalk can teach you about the value of achieving goals

Location

You can find me at Residential Settlements in Burswood.

5/170 Burswood Road
Burswood WA 6100

Let’s catch up

If you're ready to take your business to the next level, get in touch with me now.

Send me an email using the contact form or call me direct on 0419 538 838.

Connect

Connect with me on one of these social networks.
  • Facebook
  • Google+
  • LinkedIn
  • Tumblr
  • Twitter

Copyright © 2021 · Agency Pro Theme on Genesis Framework · WordPress · Log in