If you read last week’s BLOG, you are probably just as disappointed as me to hear that Amy did not reach out to me and tell me how brilliant she thought the BLOG was. That probably would have made an awesome BLOG for this week, but since she didn’t, here is Part 2 as promised. Blame Amy.
The Not-So-Obvious Characteristics a Sales Person Should Have Part 2
Sales people need to have the answers.
Yes, and…when they don’t have the answers, it is ok to be the “one” who knows how to get the answers. Often sales people are too afraid to not answer a question or say I don’t know. This is super dangerous. Some of the most successful sales people achieve success because they know how to connect prospects with the right people to get the answers. Don’t try to be a know-it-all. Just try to be a know-where-to-get-the-info-all.
Sales people need to know how to answer questions.
Yes, and…they also need to be curious. Genuine curiosity can often uncover clients’ needs sales people may not even be aware of. Asking “why” or “how does that impact you” or “what have you tried before”. Asking probing or follow-up questions in lieu of just accepting a response at face value can be the differentiator between you and your competitor.
Sales people need to close the deal.
Yes, and…they also need to admit when they are not the right fit. Staying focused on closing the deal may lead to overselling, undelivering and ultimately winning a one-time customer. Instead, if you are not a fit, admit it, offer an alternative solution and remind the prospect what you are a good fit for and what types of problems you can help them solve. A prospect is more likely to come back next time around as opposed to buying an un-needed product or service a second time.
Sales people need to keep the client happy.
Yes, and…they need to be willing to push back when the client has unrealistic expectations. Scope creep, intentional or unintentional can kill a relationship. Be honest with your client about what they are asking. Don’t just agree to everything and assume you have to say yes. Sometimes, clients are asking for things they may not even need which gives you the opportunity to come up with a solution that works for the client and your own company.
Sales people need to know their numbers.
Yes, and…well they need to know their numbers. What is the goal, how many calls, to get how many proposals to close how many deals in how much time? What is the average deal size? How long is it taking you?
Sales people need to be confident.
Yes, and … they need to trust the knowledge they have already gained but they also need to be coachable. They need to be able to take advice from senior management, and have the flexibility to change their styles or adopt new selling techniques if their industry demands it.
Click here to read the rest of the not-so-obvious characteristics. If you have any of your own to share, tweet me @jax_rosales