I love Quora. I spend at least a few minutes on the site each day answering questions when I feel I can make a solid contribution. Also, I ask questions when I feel a broader perspective is needed than the perspective I can get from my own network. Sometimes, I just read questions and answers from industry leaders. Anyway you slice it, getting plugged into Quora can help to expand your knowledge base, your influence and your network in measurable ways. Recently, I answered a few questions discussing what, if any particular traits, make a great salesperson. The Net-Results team thought they were interesting topics to contemplate, so read my answers and let us know you agree or disagree with what I came up with.
What Makes a Great Salesperson?
Speaking with confidence and clarity about one’s value proposition is a must. Helping to identify a prospect’s needs and matching those with the benefits of the product/service you are selling is also important. Actively listening to the questions, comments and feedback from your prospect and catering your messaging to that person, that market sector, that specific business, these are all important characteristics of a good salesperson.
However, an effective salesperson knows that establishing rapport with one’s prospects, finding common ground and building a foundation of trust and mutual respect is the real secret sauce of effective selling. So before you actually meet with your prospect, take whatever time is required and do your homework. Check out their LinkedIn profile; find out what companies and influencers they follow. Find out what groups they belong to. If they’ve published content like a blog post or an industry article, read that content. Subscribe to their blog or newsletter in advance of the meeting. Do you have any friends or business associates in common? If so, leverage that. Take the time to get to know as much about your prospect as possible, before the meeting actually occurs. Then, when the time comes where you actually meet the prospect, share some of what you learned about them. Also, share something special about yourself, something out of the box that ensures you will be remembered.
People buy from people, not from companies, regardless of what your website or your marketing brochure says. Develop a connection; establishing trust and mutual respect between buyer and seller will do more for your closing ratio than anything else.
Is it True That Anyone Can Become a Good Salesman? Are There Traits That Can Severely Limit Your Success?
In general, I believe good salespeople are born, not made. They are genuinely interested in the success of others. They are willing to be vulnerable and aren’t afraid to share something personal. Good salespeople are authentic and credible. They are naturally competitive and they take winning (and losing) personally. They are driven and motivated by accomplishing goals. They are good listeners. They are problem solvers. Some of these characteristics can be taught, but most are ingrained in our DNA.
Granted, with the way technology has evolved, many salespeople find themselves selling in an extremely structured sales process, one where the prospect is already qualified and the salesperson has been well trained on how best to demo or present their solution. In these situations, proper training and coaching can take a former customer service rep and transform them into a sales star. Right? Wrong. This is not selling. This is order taking.
What happens when/if you meet your prospect in person and you have to have a conversation about something that isn’t scripted? What happens when you are put on the spot in a group setting and you are asked about the one bad review that reflects poorly on your solution? What happens when you and your prospect decide to ‘seal your deal’ over a few drinks? Then, two scotches later, your prospect starts to grind you on price/terms when you thought the only thing left to do was sign the agreement and collect payment?
Selling is effectively dealing with an objection you haven’t heard before. Selling is the way you purposefully sprinkle the passion and conviction you have for your clients, your solution and your offering into your value proposition. Selling is communicating the right message, to the right people at the right time, then knowing when it’s time to shut up and listen. Selling is knowing when the time is right to gear up and ask for a formal commitment from your prospect.
Anyone can be taught to read a script or follow a predefined sales process. However, the most successful salespeople can think on the fly. They take nothing for granted. And they always put the needs of the client or prospect first.
Peace.
