Top Traits of Great Salespeople

Consultant Ron Pelger at RonProCon in Reno, NV believes knowledge and confidence along with passion and customer rapport, as well as always answering questions about products and services in an accurate and timely manner—is crucial—because potential customers are thinking: “Do I like this person?”  Does he/she “seem honest, sincere, faithful?”

Totta sums it up by saying there are three ingredients to any successful business—relationships, relationships, relationships.  “Be consistent in keeping the lines of communication going,” he explains.   “Don’t always call because you want something.  Call for no reason, remember birthdays.”

In addition, Pelger believes a salesperson’s initial attitude sets the tone for the entire working relationship.  “No matter if that person was having a bad day or just came from another company that didn’t work out,” he explains.  “I’ve seen salespeople come in with a droopy look on their face and I can [see] in their eyes they hate their job.  In that case, how am I going to get my product?”

Above all, being trustworthy and putting your money where your mouth is, are what keeps customers coming back.  “Go the extra ten yards,” Pelger says.  “Do more than what you promised.”  Athanassiadis adds that since so much business is conducted by phone, a “salesperson has to work harder sometimes to establish trust.  The way you do that is through integrity, making sure you’re true to your word.  You want to exceed your customer’s expectations.” 

Expert Advice

If you’re struggling as a salesperson, whether from lack of sales or unhappy customers, there is much you can do to improve.  “Find a mentor,” Athanassiadis advises, and further recommends pursuing education through training courses and books.  Totta says to stay upbeat: “If you’re desperate and sound desperate, it becomes a self-fulfilling prophecy,” he notes, adding that sometimes it’s better to move on to pursue other business “rather than be a nuisance.”  He also advises taking a hard look at your presentation and making sure you’re not actually talking your customers out of a sale—know when to stop talking and take the order.

It’s also important to remember everyone has an unhappy customer at one time or another.  Pelger says to hold back, resist arguing, and instead say, “You’re right.  We’re going to take care of it.  How can I make it up to you?” 

Concluding Thoughts

After all is said and done, you can review the experts’ advice and ask yourself if you have the top traits customers are looking for.  But sales is a tough business and your ‘down’ days might outnumber your ‘up’ days.   Regardless, our experts say to persevere and yes, enjoy yourself.  “The longer you do it, the better you’ll get at it,” Athanassiadis notes.  “I think very few people are born salespeople.”

Perhaps most important of all, according to Pelger is, “You gotta love to sell!”