I’m not claiming to be an expert by any means when it comes to sales; in fact, I’ve only been in my role as a Solution Sales Specialist with StaffStat for 8 months. But you don’t have to be working in sales to recognize what makes up a ‘good’ salesperson. Some people may say that it’s the ability to change the minds of others, some may say it’s their ability to grab the attention of those passing by or those that they’re reaching out to, others may say that great salespeople are measured by the number of sales that they’ve made since starting their career. To some, those may be the three main reasons that salespeople succeed. But what have they done to get there? Do they continue to harass and annoy those who have said no or not expressed an interest? Did they lie to their prospects in order to ‘trap’ them and make the sale? Did they make promises that they weren’t able to keep?
As I already said, I’m not an expert when it comes to sales, but over the past 8 months I’ve come to learn some of what makes up a good salesperson from my own experiences connecting with people and being on the receiving end of personal sales calls. Today I’d like to share with you three main things that I’ve come to believe help make up a good salesperson:
- Think outside of the box.
Since working in sales I’ve learned that no two situations are going to be the same, no two sales’ pipelines are going to look the same, and the needs of each customer are going to be very different on a case-by-case basis. If I treated every situation the same, I doubt I’d get very far. It’s important to think outside of the box in order to do what’s best and easiest for your customer. If doing everything online doesn’t work for them even though it works for everyone else, arrange a trip to visit them at their location. If you normally only offer monthly or annual payment plans, consider 6-month contracts or a contract that takes them to the end of their fiscal year. Whatever you can do to make the process easier for your customer will make them appreciate what you’re doing for them so much more and, in turn, will make them appreciate the product or service that much more as well.
- Do what you say you’ll do.
There are very few things worse than being told that you can rely or count on someone and having them drop the ball on their end. As a salesperson, it’s important that you gain and retain the trust of everyone that you speak with – prospects, leads and customers alike. If you’re making promises that you can’t keep, it won’t go unnoticed. I could rhyme off countless times that I’ve ordered packages online with a ‘guaranteed’ 2-day delivery, only to receive it 5-7 days after I completed the order. I could also tell you the names of the companies who failed to keep their promises, even though it might have happened months ago. As soon as you lose trust with your prospects, leads and customers, it takes quite some time to gain it back and you don’t want your product/service/company to be known for that.
If I can give a little piece of advice when it comes to doing what you’ll say you’ll do, and this is something that we like to do here at StaffStat whenever possible, is under promise and over deliver.
- Love your product.
It’s pretty obvious when you come into contact with someone who doesn’t love their job and the work that they do. In my opinion, one of the most important things that all salespeople should possess is a love for whatever it is that they’re selling. I’ve learned to love StaffStat because I know the system inside and out (I know exactly what it can and cannot do), I know that it can be utilized by anyone due to its simplicity and ease of use, and I’ve seen the positive impact that it has had and that it continues to have in the organizations that we deal with.
If the salesperson doesn’t love and believe in what they’re selling, why would anyone else?