Monday, October 8, 2012

Qualities of a Good Salesman / Salesperson: How to be a good salesman?

From the link:

Why are some salespeople successful, while some fail? Two words: Personal constraints. Personal constraints are those things that limit us as individuals – that hold us back. So what does a great salesperson looks like? While this varies across industries and even across salespeople in the same organization, the following are the most common traits:
  • Driven: Has a sense of urgency and a need to accomplish the task at hand
  • Confident: Believes in own abilities and can handle rejection
  • Outgoing: Projects a great first impression and is energized by social interactions
  • Assertive: Effectively controls interactions and doesn’t cave in easily
  • Funny: Engages customer emotions, is likeable and memorable
  • Structured: Leads the customer through the process, is organized and follows through
  • Relational: Cares about the person, not just the sale; effectively identifies customer needs
  • Focused: Doesn’t get sidetracked; knows the final destination
Successful openers must also be outgoing, assertive and funny, while closers must be structured, relational and focused.The following killer constraints seem to be the most damaging for salespeople:
  • Low passion and drive (Flatliners)
  • Resistant to change (Turtles)
  • Low self-image; can’t handle rejection (Ostriches)
  • Overly dominant, pushy or abrasive (Bulldozers
More from the link:

Good Qualities of a Salesman

(a) Appearance
“First impression lasts long”. Good appearance influences prospectus with an irresistible appeal. It includes cleanliness, dress, shoes, facial expression, smile etc. Nobody likes the company of a salesman who has uncombed hair, unshaven face, unbrushed teeth, dirty hands or un-cleaned nails. An appealing appearance gives confidence and brings success. It does not means wearing expensive clothes or using a heavy make-up like a fashion model. A perfect grooming and easing for smaller details will do the needful.

(b) Honesty
‘Honesty is the best policy.’ This is true not only as a statement but also from business point of view. It certainly pays rich dividend, may be in the long run. Dishonest person never commands respect from other. Some people are in the habit of telling lies, cheating other, and failing to keep promises. Salesman may resort to selling inferior goods, charging higher rates, providing wrong information, giving exaggerated claims or making adulteration. Once this fact is exposed, customers never purchase again and the firm losses its goodwill. Besides, the prospects who happen to be friends and relatives are dissuaded from visiting the shop. You can fool some people sometimes but not all the people all time.

(c) Alertness
Alertness refers to active sensitivity, agility, instant decisiveness as well as presence of mind. A salesman must be prompt to serve without undue delay. There may be customers who are impatient or are in a hurry to attend some other important business. They would feel insulted and annoyed if made to wait. It should be neither an indifferent nor a confused attitude. What counts most is keenness to deal with every possible situation. He must be on the lookout for new ideas and opportunities. Use of common sense will help him adjust properly.

(d) Cheerfulness
Customers like to be in the company of salesman who are happy and cheerful. They expect to be welcomed and treated as guests. It is rightly pointed out “smile and see the world smiling”. The idea is to show interest and warm reception. This in form would make people relaxed and respond favorably. Person with sound health, vigor and sense of humor master this quality for advantage.

5 qualities that separate a good salesman from a bad one:
  1. Patience
    Great sales reps have disciplined themselves to appreciate both the power of networking and the power of the sales cycle. Of course, every rep would love for a sale to close within a week every time, which is normally the expectation of the bad sales rep. But that’s not reality, and in the long run, it’s not as profitable. Great reps embrace the process, seeing it as an opportunity to simply increase their contact and opportunities to solve problems for the prospect. More times than not, it also leads to more referrals, both during and after the process. In addition, the customer almost always appreciates the patience.
  2. Confidence
    A confident sales person produces a confident customer. The more I perceive that the person I’m buying from is confident in what he’s selling and what he’s saying, the more confident I feel in my decision to buy. Inversely, it’s also important to note that confidence and cockiness are in no way the same. Cocky is never attractive, but confidence (in the words of Jack Palance) is very sexy.
  3. Follow-Through
    Salesmen who make a promise and then do it are actually doing the one thing that separates them from the rest the most. Those that exceed expectations are going from good to great. Whether a customer likes it or not, they want some amount of hand-holding during the buying process. They might want it going on behind the scenes, but every customer appreciates being looked out for. When a salesman grabs a bit of info specific to a customer, or gives a call when a similar product is now on sale, a connection is made with the customer.
  4. Follow-Up
    Both good and bad salespeople follow-up. But it’s how they follow-up that splits them into two distinct groups. The follow-up performed by bad sales reps more closely resembles badgering, with a twist of annoying telemarketing. They litter your voice mail box throughout the day. They create a false sense of urgency that anyone can see through. They multiply their efforts at the end of the month, clearly trying to close this sell so it hits their next commission check. The good reps follow-up with a spirit of adding value to the customer. They don’t badger, but they do check in. They make sure the prospective customer knows they’re available when needed, and at some point communicate that the ball is in the customer’s court. Most importantly, because they’re confident (and successful), they know a single sale can neither make them nor break them, so it’s OK if you don’t buy now, or ever. Even better, they embrace the opportunity to follow-up with you for years to come, if you’re OK with it, even if you don’t buy.
  5. Diligence
    Maybe this would be better communicated as “prepared.” The diligent, prepared salesperson has all their ducks in a row before you show up. They’ve taken any next step items and gotten answers to all of them since you last spoke, even if it’s still a TBD. They simplify the paperwork, explain the paperwork, and bring up points they know you probably haven’t considered, even if it could become an obstacle. They’re up-front and on top of things, again giving you reason enough to relax, feeling you’ve made a connection with someone more like a partner than a salesman.
Even more stuff (seems like I am selling this blog post to you now, by spoiling you with choice, ha ha):

1. Determination the power to pursue objectives, with self-motivation and perseverance

2. Medium to high technical preparation as a very high technical level will make the focus shift from business and sales to technical issues, resulting in discussions about technical problems, critical aspects and in general negative elements instead that focusing on value for the customer, positive effects and return on investment.

3. Capacity to inspire Trust as a person, as a company, as product and services that I represent. All of those three.

4. Ability to quickly identify the Power Base that is the group of the most important, influent people for the sale. Doing the right thing at the right time with the wrong person will not work. And speed is essential.

5. Ability to quickly identify the Critical Issues for the customer, his main problems and where the products and services we have can give the maximum added value.

6. Capacity to ride (even create) a Compelling Event the urgent need that will make the customer close the deal and not procrastinate forever. This capacity is especially important in tough times like the crises we’re in.

7. Have the courage to ask Customer commitment at some point of the sales process: have the customer promise a contract with a certain amount at a set

8. Ability to negotiate the Closure of the deal never losing control, never getting nervous, never giving up.

9. Capacity to build, day by day, a human capital a network of relations that will lead to other relations and sales. This is primarily what the salesman will leverage to call high and grow.

10. Passion and enthusiasm. Passion and the ability to inspire passion in the people.

More here: 
  1. Know your product
  2. Know your competition
  3. Give realistic expectations
  4. When it comes to personal taste or choice - don't offer your opinion unless asked  
  5. Listen
  6. Body Language
More tips:
  1. Extrovert, Enthusiastic, Consistent.
  2. Communicating effectively, Listening, Good attitude and Transparency. Attract your customers by using your other skills.
  3. Be a leader, show confidence
  4. Be their friend, not a salesperson. Just like people respond to confidence, people are put at ease when you treat them politely and with an open, friendly attitude. Convey to them that you are trying to help them, not make money off of them. 
What NOT to DO:

What a good sales person should NEVER say:

  1. I was just in the area and thought I’d drop by 
  2. Have you got a minute? 
  3. I’ll try 
  4. I’m really not sure. 
  5. Its not my fault. 
  6. What would I have to do to get you started today? 
  7. We are the lowest price in town 
  8. Always and Never 
  9. What you need is 
  10. Trust me
Another link:

Master the skills of listening, questioning, presenting and objection handling. Practice makes perfect.

The Sales ProcessYou should map out your sales process for approaching a particular client before you start anything else.A simple process might look something like this: 
  1. Pre - Qualification 
  2. Information 
  3. Appointment Setting
  4. Preparation
  5. Meeting
  6. Proposal
  7. Follow Up
  8. Sign up