What makes a good salesperson? For that matter what is good? Webster’s Dictionary has an entire page of definitions for the word, “good” (That’s good, right?). I’m certain I could ask twenty successful salespeople to define a good salesperson, and come up with another page full of definitions, as well. What is a good salesperson? Is it strictly bottom-line net business or is it more? I think more—MUCH more.
What Makes A Good Salesperson
• A good salesperson has both their customers’ and their company’s best interests at heart. They have the courage to tell a customer, or the company, when they’re making a mistake, and advise what is best for both. They tell the truth.
• A good salesperson builds relationships and understands that giving has rewards and returns, whether it’s following through on a project, or sending a birthday card.
• A good salesperson does not think of money first. They know financial and other rewards will come with caring service.
• A good salesperson listens, researches, and studies how to help their customers. They ask questions to learn how to best serve their customers.
• They are an expert. They know their competition; they understand the value of their own product or service, and they can explain the difference.
• They understand problems, and offer solutions. They follow-through on mistakes, complaints, and services until they’re resolved, and they honor commitments by following-through, even after after the mood has worn off.
• A good salesperson keeps their customers informed, even if it’s only to advise of “no change” in the status of their service.
• A good salesperson comes with a helping attitude. Their first thought is how will this help the consumer, not, what does it do for me.
• They are passionate about what they do, their company, their products and services, and their customers.
• A good salesperson makes good character choices, and they understand their weaknesses, while continually striving to improve.
• They understand and study sales strategies, but only apply them for the good of all.
Isn’t There More to it?
Some of you are looking at this list and asking, “Where is ambition, competitiveness, likability, charm, or a good golf game?” All of these characteristics may or may not help someone make a sale, but how should we define a good salesperson? Should it be bottom-line sales alone? When a salesperson over-promises, misleads, or ignores customers, it reflects negatively on the company. It may be counter-intuitive to consider character over charisma (having both is a good thing), but in the long run, how do you want your company represented, because it’s the long run that matters.
New Age Consulting
When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.
Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson
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