How do you become a successful salesperson?

In today’s world, every business and profession depends upon how well you can sell it. Whether you are appearing for an interview – where you sell your skills – or whether you are working in a business or organization you will find that you would be required at one time or another to sell something.

The successful salesperson knows that it takes much more than a glib tongue to sell anything.

Here are the 5 attributes that every successful salesperson needs

#1: Confidence – Would you buy something from a person who you feel has no idea about what he/ she is selling?

Of course not.   To make a sale, you need to instill confidence in the prospective buyer who needs to perceive you as knowledgeable.

A successful salesperson knows they can’t BS their way through either.

To have confidence you need to do your homework and that means learning everything you can about your product or service, your prospect, and their potential challenges, before beginning a conversation.

#2:  The ability to focus on the prospect – why should the person buy what you are selling? 

You want them to buy so you continue to have a job, make money, and can support yourself and your family.  But you would never say that to a prospective client; what you should point out is how what you are selling would make a huge difference in their life or business.

The successful salesperson always focuses on the benefit it would give the client, the WIIFT, the ‘what’s in it for them.’  Your needs are unimportant to moving the sales process along.

#3:  Knows how to target the right client.  Let me give you an example:  if I were to sell a fishing rod I would never go to a woman unless I was told she loves fishing. Usually, I would target men for this is a pastime more typical of men than women.

It is very important that you know who your target audience is.  You can’t sell to someone who doesn’t need what you are offering.

A successful salesperson knows who is a possible and realistic prospect and invests their time with those possibilities.

#4:  They make time to network.  The power of networking in selling has been proven umpteen times.

Networking leads to referrals and referrals lead to credibility.  Referrals also are more qualified prospects also.  Someone knows them, understands they have a need, and believes you might be the person to help them out.

A successful salesperson spends time building a network that can and does refer people to you, you can refer to others is incredibly valuable for closing more deals.

#5:  They deliver on their promise.  Whatever you promise to deliver…do it. 

Nothing builds trust faster than this, and nothing interferes with building trust than not following through on commitments you made.  Sometimes you can’t meet the commitment and top salespeople know that communication is key.

Ignoring your commitment, even something as minor as agreeing to send something is a big no-no. 

If you can’t meet the commitment pick up the phone and call them and explain what interfered and by when you can complete your commitment.

A successful salesperson has all these attributes.  They know they make a difference in bringing more sales to the table, and more that will close.

Do you want to learn more about what will move the sales process along and bring you more deals? 

Click the link below and download Finkle’s Secrets on Selling.  I outline 11 tips that make a difference.