We believe there are at least 20 critical characteristics, skills, or traits that a salesperson needs in order to be successful in the ever-changing and ever-challenging sales landscape.
Positive Intentional EngagementEngagement Engagement is the state or process of keeping a specific class of audience (employees, management, customers, etc.) interested about a company or brand and invested in its success because of its perceived relevance and benefits to the audience.
„Learning how to sell with confidence doesn’t mean that you feel 100% confident all the time – no one does. Rather, selling with confidence means immediately putting a customerCustomer Customer is an individual or an organization that purchases a product or signs up for a service offered by a business. at ease by talking to them with conviction and sincerity. It means bringing your purpose to every sales conversation. It harnesses the law of attraction to create a cycle of positivity and confidence that brings people to you, instead of you chasing them down.“
„Being a good communicator takes energy and commitment. It’s not something that comes naturally overnight. You have to work at it. For the most part, as long as you keep a clear idea of the results you want to achieve in each conversation while practicing empathy, you will get results and build profitable relationships. And remember: Before asking someone to do something for your benefit, think about what you can bring to the table in exchange.“
„Enthusiasm is not bouncing off the walls. It’s not speaking loudly or jumping up and down. It’s not about singing out how much you “believe” in a productProduct Product refers to anything (an idea, item, service, process or information) that meets a need or a desire and is offered to a market, usually but not always at a price., service or company. It’s an intense and eager enjoyment of a subject. It’s the joy we experience and communicate when we are truly inspired by something. All great leaders have it. All great salespeople have it”. Selling is the transfer of our enthusiasm to another person.“
„Outstanding professionals and teams are passionate about their careers, products, services, and/or companies. Passion for work brings out the enthusiasm necessary to make a sale. Passion shows that you believe in your products and services, and that helps you to build trust and rapport with your clients. Passion fills others with positive emotion and inspiration and greatly enhances the likeliness of a new clientClient A client is an entity who pays another entity for products purchased or services rendered. Also called a customer..“
„Happy salespeople actually enjoy the conversations they have! While it’s true that not every sales call or customer interaction is going to be great, a lot of them are and it’s important to appreciate the pleasant experiences. Relishing in those moments will both make your job more enjoyable and help you push through other situations that are tough or trying. Plus, when a salesperson truly enjoys the conversation, it leads to a more natural selling proposition.“
Building Blocks of Trust
„No sales deals will ever go 100% smoothly. There are bumps in the road that will be difficult to overcome if rapport isn’t already developed with the client. You will end up with a client who will be unhappy. They might feel as if they were taken advantage of. Instead, having honesty and integrity creates excellent client relationships.“
„Respect and trust are not logical, cognitive processes. They don’t come from a rational part of our brain. Rather, they come from a much deeper, more primal part of the brain called the reptilian brain. There’s nothing in the rational brain that suggests, “oh, this person is treating me in a respectful way, trusting manner, therefore I trust him.” It’s much more of a gut, primitive feeling.“
„Empathy helps individuals become better consultative sales professionals who are working to solve customers’ problems in creative ways – ones that add more value than the competition. It also helps us recognize how their unique needs may be changing in a fast-paced marketplace that is still recovering from the impacts of the pandemic.“
„When you build your trust pyramid correctly, more and more people will trust you. That trust, building, leads to recommendations—the true currency of today’s digital world. A great example is a good doctor; doctors live by recommendation. Building trust is mutual, takes time, and works hand-in-glove with meaning what you say and backing up your words with actions.“
„Trust is a result of transparency, and with this in mind, sales agents must be trained on how to provide genuine responses to potential customer inquiries, concerns, and issues. When a sales staff is highly trained, knows the product or service inside and out, and can quickly offer honest responses, customers will feel more trust.“
Pillars of Growth
„Conscientiousness is when salespersons take their job very seriously and feel high responsible for the outcomes. It has been seen very high conscientiousness in 85% of top sales personalities. They have a strong sense of duty, responsibility and reliability. The very conscious sales persons operate at direction of customers but as their accountAccount Account refers to a record of primary and background information about an individual or corporate customer, including contact data, preferred services, and transactions with your company. set by them.“
„That shows us that persistence is never a single instance of reaching out or communication. Some people give up if they’re pushed back against once. Or they say, “I called 3 times, and nobody answered.” Or, “I reached out 10 times and never got them. Salespeople will never be successful if they don’t persist beyond this initial “push-back.“
„Rigidly structured professional settings are becoming a thing of the past. Holding on to outdated ideas of how things ‘should’ be or worse the way ‘always have been done’, is a guaranteed path to irrelevance. Staying flexible is key to making your voice heard, finding your niche, and creating a positive contribution to your workplace and industry.“
„Gratitude is one of the most important factors of resiliency. If you have gratitude and mindfulness about the present, you have the opportunity to strengthen your resiliency and overcome adversity. A mantra that exemplifies this mindset is: “Thank you for the opportunity to be who I am, where I am, with what I have, at this moment in time.“
„As a salesperson, you must be competitive because sales is a zero-sum game. If you are competing for your dream client’s business, either you will win the business or your competitor will win the business. One of you will win, the other will surely lose. To win, you have to be competitive. You have to love a good fight. You have to want to win over your rivals.“
The Path to Excellence
„Win-win is long-term and makes for a good, stable relationship. Both sides can look each other in the eye, say, “This is a good deal” and mean it. It all goes back to mutual trust, without which you’ll never have a win-win. Both parties shake hands, even if virtually. The original meaning of shaking hands was a demonstration that neither side was holding a weapon–they trusted each other.“
SolutionSolution Solution is a combination of ideas, strategies, processes, technologies and services that effectively helps an organization achieve its goals or hurdle its challenges.-Oriented
„Some of the most effective problem solvers are salespeople. But they don’t become successful by selling things to people, they become successful by solving problems. Selling isn’t a matter of trying to convince someone to buy something, but rather a matter of identifying a person’s needs and showing them how a product can help.“
„Value also grows as the picture of that outcome becomes more clear and detailed — in the customer’s mind. Accomplished value sellers help prospects build detailed mental pictures…envisioning themselves achieving outcomes and follow-on outcomes. Telling stories is a great way to kickstart this process, but personalization should follow.“
„High-achievers not only have the tenacity to keep going on sales call after sales call, they also are able within calls to keep things moving forward. When most salespeople would say a sales call is over and there is little potential to secure a sale, the high-performer is able to ask just the right question or make the right comment to re-engage the customer.“
„The very qualities necessary to be a successful salesperson are the same qualities many independent thinkers display. Salespeople who excel are self-motivated. They avoid routine and are flexible. They enjoy autonomy and like having the authority and the discretion to make independent decisions, wheel and deal, and get results. Salespeople are goal setters par excellence.“
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We look forward to showing you how Pipeliner CRM helps empower sales to maximize revenueRevenue Revenue is the amount of money a business generates during a specific period such as a year or a quarter; also called sales..
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