Great salespeople are honest, knowledgeable about the products they sell, and skilled in communication. They avoid making promises they can’t keep and use all their senses to interact with customers, asking clarifying questions to help them make the right purchase.
Becoming a great salesperson involves making the most of your innate talents while developing those gifts in ways that earn potential customers’ trust. While there are many different ideas about what makes a good salesperson, there are some basic traits that are likely to apply to just about any situation. These traits include honesty, integrity, working knowledge of the products being sold, and the ability to communicate with current and potential customers in a way that facilitates closing the sale.
Any great salesperson will choose to be open and honest with customers. This means avoiding situations where promises are made that cannot be kept. Nothing damages a relationship more than committing to provide a good or service and then not being able to deliver. Great sellers pride themselves on ensuring that customers are not misled about what can and cannot be done with a given product, and will do their best to find a workaround when and if unforeseen events make access to a given product impossible. after that appointment is made.
To be an excellent salesperson, a working knowledge of the goods or services being sold is essential. While the salesperson need not be an expert in every aspect of the product, that knowledge should extend to the practical aspects of the product, especially in terms of its potential use by a customer. For example, a car salesman doesn’t need to know how to fix an engine, but he should be familiar enough with the makes and models on the lot to help potential buyers identify the cars or trucks that seem to be a good fit for their needs.
Communication is also crucial to being a great salesperson. Because communication involves both listening and responding clearly and concisely, successful salespeople use all of their senses when interacting with a customer. This means not only listening to the words spoken, but also taking note of facial expression, inflection and body language as part of the process. A great salesperson isn’t afraid to ask clarifying questions and listen carefully to the answers to help the customer make the right kind of purchase. Without this ability to effectively interact with the customer, the chances of making a sale and leveraging that customer’s repeat business are greatly reduced.
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