A lot of people assume that being a good salesperson is something you either naturally are or aren’t. While this may be true to a certain degree, i.e. there are some natural traits that can assist you in being effective in closing sales, anyone can become a good sales rep. That’s right, anyone! With the right sales coaching, you can adapt the traits and characteristics needed for success.
So, let’s take a look at the different characteristics of good salespeople. One thing you will learn during sales coaching is that you should always go the extra mile to keep your customers satisfied. Once a prospect signs on the dotted line, you should not stop working. Instead, a good sales rep will frequently touch base with their clients to provide tactical suggestions and seek feedback. As any good sales coach will tell you, this is a great way to ensure repeat business and referrals. Effective salespeople also have a plan, which further highlights that you need more than your natural personality traits to be efficient in your role. You may be extremely influential and charismatic by nature, but your sales efforts will suffer if you do not implement an organisational structure. The best sales reps are extremely organised. They plan how they will approach particular accounts and calls, which parts or behaviours of a process they want to improve, and what they are going to do from day-to-day. The best salespeople also provide value to their prospects. With every email they send, they aim to teach customers something new, as opposed to sending pointless ‘just checking in’ emails. By undertaking professional sales coaching, you will learn about the different ways you can add such value.
Good salespeople also believe in what they are selling and they are purpose driven. They understand that the service or product they are selling has the ability to have a positive impact on people’s lives, and this gives them a great sense of purpose. They genuinely believe in what they are selling and are passionate about it. Think about it; are you really going to be a good sales rep if you do not use the product or service and you do not believe in the value of it? A lot of people believe that being a successful sales rep is about having the ‘gift of the gab’ as they call it, however, being a good listener is just as important. One thing sales coaching and training focuses on is understanding the customer. If you do not ask the right questions and actively listen to your prospects, how are you going to understand their wants? And, if you do not understand what they need, you certainly will not be able to cater to it. Finally, successful salespeople also think from the customer’s point of view, constantly build personal relationships, know their product, and prepare ahead of time.
This can be a lot to take in. There are many components that come together to ensure a salesperson is effective in their role, and they can all be taught with expert sales coaching. There is always room for improvement, and anyone can make sales with the right guidance.