Can you guess which one is me?
The Not-So-Obvious Characteristics a Sales Person Should Have
Do you know who you look like? Yes, and 4,000 other people have told me the same thing. I might be as funny as Amy Poehler, I’m definitely not as rich as her. But she’s pretty cool, so I’ll take it. But what does this have to do with sales?
Amy Poehler began her career doing improv. Any improv fans could tell you about the “Yes, and” tool of improv. The “yes” essentially represents the acceptance of the person’s idea, while the “and” encourages a continual line of thinking. When it comes to assessing sales people, we need to continue the line of thinking, and investigate a little further.
I have probably read like 10 zillion articles on sales with a good percentage of them being about hiring good sales people, identifying good sales people, or how to be a good sales person. You can find lists of successful sales people’s characteristics ad nauseam. I find myself in a constant state of eye rolling, as while I often agree with some of the fundamentals, I always seem to be thinking “sure, but…”, I mean “yes, and…”.
So is there a a lot info out there on what makes a great salesperson great? Yes, and…
Sales people must know the products and services they are selling.
Yes, and….they also need to ask good questions of prospects and clients. Asking clients about their business, about their pain and about their need to solve the problem (and who else cares about it in the organization) allows the sales person to talk to them about the products and services that make the most sense. There is nothing worse than a sales person blabbing on and on about a product or service that is totally irrelevant to the client’s need.
Sales people need to be independent.
Yes, and…. they also need to ask for help and input from others. Despite how successful a sales person is, thought partnership from a colleague or boss can be invaluable and is often overlooked. The least attention typically gets paid to the highest performer which is not always fair. Brainstorming on how to tackle client issues and objective points of view may be just what is needed to close the deal.
Sales people need to be smart.
Yes, and…they need to be likable. People buy from people they like. You can be super smart, know EVERYTHING about your business and your client’s business, but if you aren’t able to get people to like you in short order, you are going to have a hard time.
Sales people need to be aggressive.
Yes, and…they need to be genuine. Often times in sales situations the “seller” forgets they are human – or worse, forgets the prospect is human.
Mind blown? There’s more. Next week I’ll be sharing the other half of my list — the not-so-obvious characteristics a salesperson should have.