Written by Sean McPheat |
25 May, 2017
Do you want to be mediocre, average, unexceptional or ordinary?
Those aren’t qualities that usually come to mind when we consider successful salespeople.
We like to think of ourselves as successful, positive, popular, prosperous and, yes, outstanding.
So, what characteristics would support your quest to be the best?
What would we expect of salespeople who make an impact and achieve success?
Here are some of my ideas:
They Are Insanely Curious
Curiosity is one of those things we can develop, but only if we have the right mindset.
Words that come to mind when we think of this are: intense desire to know something, interest, eagerness, questioning, investigation, thirst for knowledge.
Einstein said that ‘the important thing is to never stop questioning.
“Curiosity has its own reasoning for existing”
Being curious means always wondering ‘why?’
It involves thinking on a different plain, identifying questions that will get deeper results and being non-judgemental about what is happening.
Becoming curious drives us down different avenues and creates more opportunities for us to see things from new perspectives.
They Know What ‘Value’ Means In The Customer’s Mind
We may think we know how to sell value, but it means nothing unless that value is built up from the customer’s perspective.
Outstanding salespeople know what drives prospects’ decisions and how to create awareness of that value.
It doesn’t just involve persuasive presentation skills.
You need to involve the prospect at every step in the process.
You need to show the value to them or their business in the solution you are offering.
Just because you’ve got good quality or the longest guarantee doesn’t ensure the sale.
Building value in the solution gets you closer to the holy grail.
They Take Responsibility For Everything That Happens
How do you feel when you hear people making excuses for everything bad that happens to them?
It’s the economy, the leads are weak, the competition has better products, the buyers are idiots, we’re too expensive, blah, blah, blah.
Quality salespeople accept that not every prospect will buy, but they don’t blame things outside of their control.
They see the situation for what it is…a situation.
They don’t condemn people.
They work on what they can control and accept responsibility for changing what they can and move away from what they can’t.
They See Failure As An Outcome And/Or Learning Opportunity
Many people see failure as a stain on their character, and a reason to hold back or not take risks.
If you see every result as an outcome, you cease to judge things against the ‘success or failure’ labels.
Things are only a failure if you don’t learn something from it.
Repeat a failure and, yes, you’ve failed.
Do something different and practice learning different ways of progressing, and you now get closer to your goal.
If you label yourself as a failure, it will play havoc with your self-esteem, belief and worth.
See every outcome as a learning opportunity and you’ll identify many ways to improve.
They Develop Their Emotional Intelligence
EQ is something that can be grown and developed.
It combines self-awareness with self-reliance and self-control.
It builds self-motivation.
It creates opportunities to engender empathy and social skills.
Outstanding salespeople see improving their EQ as a challenge to be taken on, a journey to be taken with relish and optimism.
You’ll never complete it; there is no end-destination.
Being aware of how EQ can play a part in successful salesmanship is a key requisite for building continuity in developing your skills and abilities.
Never underestimate this primary driver towards successful interactions.
These are just five characteristics, and there are many more.
Be aware of how you are displaying these and you’ll see advancement quicker than you had ever imagined.