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One of my colleagues recently asked me what a perfect sales person would look like. She wanted my opinion on the traits that set certain "rock star" sales managers apart from the rest. I provided some of my ideas and she provided some of her ideas and we ended up with a list of the 15 traits of a highly successful salesperson.


Self motivated
Probably one of the most important traits of a highly successful salesperson. They need to compete with themselves. If someone else needs to motivate them to produce, they most certainly will not excel. A hotel sales superstar needs to motivate themselves constantly to achieve greatness.

Confident
Not cocky. Confident. A highly successful salesperson leaves no doubt that they are an expert in their field and this confidence provides assurance to the client that they are dealing with a professional.

Asks tough questions
The highly successful salesperson isn't afraid to ask pointed questions to the client. They ask high value questions that challenge the client to think and get to the heart of the issue.

Listens
A successful salesperson listens more than they talk. They carefully craft their open-ended questions to uncover needs and to understand what truly is important to the client. They constantly are asking, "Why?"

Quick on their feet
One thing that is certain is that obstacles will appear throughout the sales process. The successful sales professional will effortlessly navigate these curveballs, treating them as opportunities rather than problems.

Focuses on the client
One of the mistakes many sales managers make is to focus on their product or service. The reality is that the successful salesperson will focus almost entirely on the client and their needs and support those needs with the products and services they can offer.

Always looking for the next step
ABC. Required viewing for any prospective salesperson is the movie, Glengarry Glen Ross, and there is a scene in which Alec Baldwin's character preaches "Always Be Closing". The successful salesperson is always looking to close. There is a misconception that closing equates to a signed contract. Closing is simply moving to the next step and the highly successful salesman will always be looking to move forward in the sales process.

Follows up
Lack of follow through by the salesperson leads to more lost sales and customer dissatisfaction that almost any other factor in the sales process. The highly successful salesperson does what he says he is going to do and keeps in contact. It isn't the clients' responsibility to follow-up, yet a large percentage of salespeople wait to hear back from the client.

Prospects
Constantly fill the funnel. A salesperson who is actively and relentlessly pursuing new business is exponentially more effective than one who waits for the phone to ring.

Relationship builder, not a deal seeker
Highly successful salespeople aren't interested in one sale. They are actively looking to build a long-term relationship with the client.

Keeps up with trends
The world we live in is constantly evolving. The salesperson who relies on the same tactics they've always used will soon see an empty sales funnel. The successful salesperson understands this and is keeping up with trends and taking risks.

Knows the competition
One cannot effectively sell if they do not understand their competitors. The highly successful salesperson knows their competitors better than they know themselves. They understand their competitors' strengths and weaknesses relative to their own product/service and use that knowledge to their advantage.

Over delivers
Everyone has heard the phrase, "under promise, over deliver". How about over promise and over deliver? That is what a successful salesperson does.

Responsive
The early bird gets the worm. I have no idea what the statistics are, but I guarantee the first proposal delivered has the highest close ratio. 15 years ago it was acceptable to respond to an inquiry within 24 hours. Ten years ago the expectation was same day. Five years ago the response window shrank to 2 hours. Today? Clients want instant access. The highly successful salesperson finds a way to be available all the time and responds immediately.

Positive attitude
Selling is tough. Salespeople hear "no" a lot more than they hear "yes". A salesperson who has a hard time with hearing "no" is going to struggle. The successful sales manager must exude positivity and hears "not right now" rather than "no".

I'm sure there are dozens of traits that I've missed, and I'd love to hear from you about the traits you feel are most important in a "rock star" salesperson. Post your thoughts in the comments section.

Happy Selling!

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Juin, 2019
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