According to a Sales Benchmark Index report, only 13% of salespeople produce 87% of the sales in a typical organization. So what does this small pie of high achievers have that others don’t?
Here are the top 10 qualities of top salespeople:
Top sellers are aggressive but not jerks. They are go-getters. They never fail to follow up with their clients. They are not just persistent, but also consistent. Rejection is not a word in their vocabulary. Instead, they see rejection as an opportunity for them to step up to the plate.
Top sellers exude confidence and positivity. An optimistic person is someone who still sees a positive light even when surrounded by negativity. Sellers who are optimistic are solution-focused.
They build relationships and trust by being genuine. They listen well.
Great sellers ask great questions. They ask intelligent questions that enable customers to discover the root cause of their problem and ultimately identify what they really need.
Successful salespeople stay in contact with their customers even when they’ve already closed new businesses. They realize they need to take care of and nurture their existing customers by keeping in touch with them either by sending thank you notes and birthday cards or sending email newsletters on a regular basis.
Top sales performers set goals and accomplish each goal with systems and processes in place. Their discipline and determination to get the work done are unwavering.
High sales achievers always come prepared. They make sure they know who their customer is by doing the research. They plan before each call and they have a script – not the one that’s simply uttered word for word but they customize and tweak it according to the flow of conversation. They always strive to be better than their best. They rise above mediocrity.
Salespeople with the highest caliber are not scared to own up to their mistakes. They take responsibility for them. They don’t make excuses. They do not blame other people and instead direct their attention on fixing the problem.
Passionate salespeople don’t see their work merely as a job, but as something they know could impact other people’s lives. They believe in it so much that it reflects on how they carry out their tasks every day and deal with people.
Successful salespeople do not sell. They offer great value to the table. They help solve their customer’s problem and help eradicate their customer’s pain points. The sales they get only comes as a bonus.
Not having these qualities does not mean you can’t learn them. It takes a firm decision to be good. It takes practice to get better. It takes consistency to be the best.
As we go through this episode, Tom and I discuss one of his other programs, “Close Like a Beast”. Now, to “Close Like a Beast” is a life style and a way. Tom took this concept and implemented it in the course he has created to help sellers gain greater confidence in closing sales. Tom believes, “you’re never too old to learn and you’re never too old to get better.”
Here are some of the take away from our conversation.
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Twitter: @Tom Ricciuti
Video Series: TomTalk