What are the key attributes of a good salesperson?

Good salespeople are a major asset to any business, but what makes a good salesperson? The commonly held view is often that sales people are good and persuasive talkers, people with the gift of the gab!

The reality, however, is very different; yes of course a salesperson needs to be articulate and persuasive, but that alone isn’t likely to be enough to ensure success.

So what does make a good salesperson?

Well to start with, that’s probably not the right question to ask, a better question would be – “What makes a good salesperson for your business?”

Let me explain. Whilst there are common traits shared by most successful salespeople (likeable, articulate, persuasive, positive…), different sectors require different skills and at different levels. A double glazing salesperson will need the above skills and of course some level of technical knowledge, but they won’t need the same ability to understand, explain and present highly detailed technical information (in a competitive and ever changing market) in the same way as a pharmaceutical salesperson. The product is different, as is the market and thus a different type of person and a different skill set is required.

So when you think about what makes a good salesperson for your business, start by thinking about the demographics of your market. Are you selling to doctors, architects or accountants; or are you selling to the public sector or consumers?

Profile your prospects as exactly as you can, ask yourself what type of people are they, what type of education and experience do they have; what’s their level of seniority within their organisation etc. etc.?

Once you have the answers to these questions you’ll be able to start profiling the type of salesperson that will be right for your business.

Here’s my top 10 list of key traits needed by a successful salesperson:

•   Honest/trustworthy – your reputation is in their hands
•   Likeable
•   Articulate – appropriate to the market they’re working in
•   Good active listening skills
•   Persuasive
•   Organised
•   Strong work ethic
•   Enthusiastic, motivated and resilient
•   The right personality/ education/ experience to fit your target market
•   The right fit for the culture of your organisation – this is essential for

  retaining good salespeople

  If you require help finding the right salesperson/ people for your organisation please get in touch with me – Dolina Hendry

   

   

  [email protected]

   

  01892 519 440 07765 106 598

  Lioness Consultants

  Calverley House 55 Calverley Road Tunbridge Wells Kent TN1 2TU

• www.lionessconsultants.co.uk