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(12) Be Self-Aware and Self-Reliant
If you lose a sale, critique yourself: Where was your presentation weak? How could you have better prepared for the client meeting? When sales are slow, don’t blame the economy. Others are succeeding in the same economy, and so can you. Change what you need to change in order to succeed.
(13) Be Grateful
Always have a grateful attitude. You’d be surprised at how this affects everything else you do. Be grateful you have a job. Be grateful you have customers. Be grateful for their business. Be grateful for the help you get from your staff and all who offer their support.
(14) Be Fanatical about Great Customer Service
I’ll say it again: be fanatical about great customer service. Customer service helps drive customer loyalty. And that old adage that says, "it's easier to keep a customer than to find a new one" really is true. Remember happy customers lead to repeat business and referrals -- the true key ongoing success.
(15) Build Strong Relationships
Last but not least, remember the difference between a contact and a contract is the "R" that stands for "relationship." Work on building relationships as much as you work on building your sales, and in the end, you’ll build both.
Quick Recap: The 15 Traits of Great Salespeople
- Be a Good Listener
- Be a Problem Solver
- Be Respectful
- Be Assertive
- Be Empathetic
- Be Optimistic
- Be Competitive
- Be Charismatic and Self-Confident
- Follow Through
- Show Integrity
- Keep Your Eye on the Prize
- Be Self-Aware and Self-Reliant
- Be Grateful
- Be Fanatical about Great Customer Service
- Build Strong Relationships
The Bottom Line
For some people who are naturally gifted salespeople and experienced sales managers, this list of 15 traits should sound very familiar.
Indeed, many of these traits come quite naturally. But for most of us, these are skills that need to be practiced and cultivated over time. The good news? It's not rocket science... just common sense for making a personal connection with your prospects and customers, and focusing on providing great service, each and every time.
Posted: 2013-11-15 @ 2:14pm PT
It's also important for managers to keep in mind that it takes time for a new hire to settle into the position. According to Hireology CEO Adam Robinson, it takes approximately six months for a B2B salesperson to become effective in a role.
Posted: 2013-10-16 @ 1:48am PT
This is a good list, I've read a lot on sales tactics, and this list summarises the key points well.
Something else to consider is researching your customer to find out about their interests and passions. This is a point suggested by Harvey McKay in his book 'How to Swim with the Sharks Without Being Eaten Alive'. If you're interested, a summary of the book can be found here http://whycode.com/whybooks.aspx
Thanks for the article!
Linda Day Harrison/theBro:
Posted: 2013-10-10 @ 8:04am PT
This is a great list to share with all of your brokers, leasing agents and managers of commercial real estate. Customer service is vital in our industry and ties directly to sales, marketing and leasing of our property. Great article!
Posted: 2013-10-09 @ 5:43pm PT
All good points and I'd also suggest:
Be Your Customers' Advocate...
Be the eyes and ears for management, listening to the voice of the customer, sharing feedback with management about the customer experience. As a sales rep, or service rep, you're closest to the customer, out there on the front lines. It's up to you to ensure a great customer experience and to bring back business intelligence to corporate, to continually improve your company's offerings.
Posted: 2013-10-09 @ 5:30pm PT
Great list. I've been managing sales for 18 years and this is one of the best articles I've seen for sales managers, as well as sales reps. I'm definitely going to share this with my team.