What Makes A Salesperson?
Do you ever find yourself encountering someone who just has a seemingly natural flow to conversation? Who can sway you to buy something which you had no interest in when they first spoke? That’s a salesperson! A great one! People who are natural at convincing others to both listen and see the need for something are very valuable in business today. Note, I said convince others to “listen and see,” not convince others to “buy.”
Sales people are the most critical element in a successful business! Many people who wind up running a business or trying to run a business, though, can lack the traits needed to be a natural salesperson.
Instead, they could excel at anything from the administrative side to the actual product being sold. Whatever the reasons are, it’s important to at least understand how a good salesperson can operate. It may never come naturally, but it can be worked on and improved.
What, then, makes a good salesperson?
That might seem counter-productive, as rejection means you aren’t making sales. However, most people are poor at sales as they take rejection personally: they feel like they are being rejected, not the product. Anyone who wants to become better at sales has to become better at handling rejection.
Each rejection should spur you on to do better with the next sale – to nab that next one. To learn, to grow, to never take it personally. These are vital traits that, in any walk of life that requires negotiation or sales, can make you even better.
Selling The Right Story
Another critical element of any good salesperson is their capability to sell the truth. Why do most people treat sales with wariness? They don’t trust the person. They see you as just someone who wants into their wallet. Instead, you have to create three things with the person.
You have to sell them verifiable, provable fact from a source that can be seen as independent and trustworthy. You also need to be able to empathise with the person, and first find out what they need so you can determine if the offering is compatible with their need in life. Lastly, you need to be able to let them see that you genuinely care about what they are saying.
You aren’t providing them with the courtesy of a nod before launching into sales script: you are providing them with a product/service that fits what they are talking about.
Again, these are vital elements of someone who is good at their job.
Creating a Conversation
Lastly, a good salesperson is good at having controlled conversation. They help you to really create the right kind of atmosphere. Even if it’s not face-to-face, being able to listen to the person and converse with them – without pushing boundaries or feeling forced – is a very powerful skill. If you can do that, you are far more likely to pull off a successful sale.
At the very least, it can make you a more rounded and comfortable salesperson. When the whole premise of the call isn’t built around getting a sale today, but building a relationship with the person, you are far more likely to get positive success long-term.
With that in mind, then, you can hopefully become more accustomed to the challenge of being in a position to try and make a sale. It’s all about skills and creating. People don’t just “happen” to be good at sales. You learn it, train it, improve it.