Despite what some may think, a role in sales isn’t an easy one. Meeting quotas, staying motivated and battling competitors are all difficult and real problems all salespeople face on a regular basis. Not everyone who tries their hand at sales is cut out for the job. If you’re thinking of pursuing a career in sales or you’re looking to strengthen your sales team with new talent, how do you know what to look out for? To help you out, here’s a list of the top 8 traits of superhero salespeople.
1. They’re passionate
First and foremost, great salespeople are passionate about what they do and the impact their work brings. They believe in their product. Truly passionate salespeople work towards bigger goals than simply closing deals. They work towards building long-lasting relationships, and genuinely want to make a difference.
This passion often inspires customers and, in turn, drives more sales.
2. They’re resilient
One of the most important traits of successful salespeople is their resilience. Top salespeople don’t back down from a challenge, or get discouraged when things don’t go as planned. In a study of over 1000 salespeople, HBR found that less than 10% of top salespeople had high levels of discouragement.
Top sales performers are able to handle hearing negative responses, and don’t feel disheartened when they hear “no”. Instead, they see challenges as future opportunities. Sales is full of ups and downs, so being able to bounce back quickly when things don’t go as planned is essential for consistent success.
3. They’re confident
Great salespeople are confident. Not only in themselves, but in their product, service and company too. Since confidence is contagious, their prospects feel significantly more reassured than they would if they were dealing with a nervous or anxious salesperson.
A calm, collected and knowledgeable salesperson will give prospects the confidence to go ahead and convert into customers.
4. They’re good listeners
Another crucial skill shared by all top salespeople is their ability to listen to their clients. It’s sales 101 – getting to the bottom of your prospects’ problems to understand how your product can solve them.
Listening is integral to building meaningful relationships and converting prospects to a sale. After all, you need to understand a prospect’s needs before trying to offer them the optimal solution. That’s why the top performing salespeople listen first and talk later. This also helps them to build rapport more quickly and establish trust.
Want to improve your active listening? Insight Squared offer useful, actionable advice for how to develop your listening skills and improve sales performance.
5. They’re inquisitive
As well as being great listeners, the best salespeople are also curious and ask insightful questions. Why? Because they never assume they know it all.
They understand that in order to establish the buyer’s need, they have to ask the right questions.
6. They’re goal-oriented
Good sales reps are goal-oriented, and keep these goals in mind for each task they complete to help them reach their quotas. Excellent salespeople go further, and are continuously monitoring their progress and adapting their methods where necessary. A Harvard study showed people who stick to their goals and review their performance perform 30% better than those who didn’t.
7. They’re assertive
Assertiveness is one of the most important traits of superhero salespeople.
Knowing the right amount of pressure to put on a prospect to move the sales process along is essential for creating urgency and converting leads. Good salespeople aren’t shy when it comes to asking for commitments from buyers, and know how to move the conversation forward without angering a prospect.
8. They’re empathetic
Prospective clients want to feel understood, and great sales reps know how to do just that. Empathetic salespeople understand they need to adapt their actions and behaviour to match a client’s situation to help foster a relationship. Empathy is a prerequisite to great customer service. Great salespeople are great listeners who take time to understand what affects their clients, and make sure to always add value.
Are there any other traits of superhero salespeople you’ve noticed? Share your thoughts and comments below.