The 10 essential qualities of a good salesperson
3 February 2014
Read by 2571 persons
Product / market / customer knowledge :
A good salesperson perfectly knows the characteristics and benefits of their products or services, the market in which they operate, the strengths and weaknesses of their competitors, and their customers (history of the commercial relationship, needs, budgets, choice criteria, etc.)
Organization :
Managing dozens (or even hundreds) of different clients and as many or more different contacts and commercial contracts requires good organization (and a good memory)
Honesty :
Nothing is built in a long-term customer relationship without honesty and misunderstandings. The salesperson's speech must therefore be sincere to be credible.
Empathy :
Ability to identify with someone, to feel what they feel.
Resistance to pressure and stress :
The customer relationship is often a source of stress and pressure: prospecting, making appointments, difficult commercial negotiations, risk of losing a large client, etc. It is therefore better to know how to take a step back and resist stress!
It's all a question of dose: Stress is positive when it is stimulating and allows you to move forward, but it can become negative when it is too overwhelming.
Optimism - Acceptance of failure - Self-criticism :
The salesperson's optimism must be rigorous, even in case of failure. You must be able to question yourself, analyze your failures to better bounce back
Persuasion - Enthusiasm :
Selling requires a large dose of persuasion and enthusiasm: this concerns both the substance (impactful sales arguments in relation to the customer's needs) and the form (the way in which one pronounces one's argument is paramount: Energy, passion and assurance must be there to convince)
Perseverance and patience :
Many commercial agreements require several meetings and/or telephone exchanges, so patience and perseverance are necessary. Not to mention that your first meeting may very well be at a time when your prospect has no need... The signing of a commercial contract can therefore arrive months later.
Relational skills - Adaptability and listening skills :
Customer relations require developed relational skills (shy people should abstain), listening skills (active listening) and adaptability in order to quickly integrate the specificities of each of their customers.
Knowing how to mobilize internal energies :
Certain actions (a tailor-made promotion in a store, for example) imply that the salesperson becomes a kind of conductor. It is up to him to coordinate the various departments in charge of his specific action: promotion/marketing, logistics, external service providers, etc.
Jobmarketingvente.com
Posted on February 3, 2014.
A good salesperson perfectly knows the characteristics and benefits of their products or services, the market in which they operate, the strengths and weaknesses of their competitors, and their customers (history of the commercial relationship, needs, budgets, choice criteria, etc.)
Organization :
Managing dozens (or even hundreds) of different clients and as many or more different contacts and commercial contracts requires good organization (and a good memory)
Honesty :
Nothing is built in a long-term customer relationship without honesty and misunderstandings. The salesperson's speech must therefore be sincere to be credible.
Empathy :
Ability to identify with someone, to feel what they feel.
Resistance to pressure and stress :
The customer relationship is often a source of stress and pressure: prospecting, making appointments, difficult commercial negotiations, risk of losing a large client, etc. It is therefore better to know how to take a step back and resist stress!
It's all a question of dose: Stress is positive when it is stimulating and allows you to move forward, but it can become negative when it is too overwhelming.
Optimism - Acceptance of failure - Self-criticism :
The salesperson's optimism must be rigorous, even in case of failure. You must be able to question yourself, analyze your failures to better bounce back
Persuasion - Enthusiasm :
Selling requires a large dose of persuasion and enthusiasm: this concerns both the substance (impactful sales arguments in relation to the customer's needs) and the form (the way in which one pronounces one's argument is paramount: Energy, passion and assurance must be there to convince)
Perseverance and patience :
Many commercial agreements require several meetings and/or telephone exchanges, so patience and perseverance are necessary. Not to mention that your first meeting may very well be at a time when your prospect has no need... The signing of a commercial contract can therefore arrive months later.
Relational skills - Adaptability and listening skills :
Customer relations require developed relational skills (shy people should abstain), listening skills (active listening) and adaptability in order to quickly integrate the specificities of each of their customers.
Knowing how to mobilize internal energies :
Certain actions (a tailor-made promotion in a store, for example) imply that the salesperson becomes a kind of conductor. It is up to him to coordinate the various departments in charge of his specific action: promotion/marketing, logistics, external service providers, etc.
Jobmarketingvente.com
Posted on February 3, 2014.
