| |
| |
|
Sales Training Information |
|
|
|
The Top Five Traits of a Successful Salesperson
If you're looking for a successful salesperson to hire, a salesperson who not only can sell but will sell, look for a salesperson with PRIDE. PRIDE is an acronym for 5 characteristics that will help ensure that the salesperson you hire will get the job done for you and make the revenue results you desire a reality. PRIDE stands for: ? Proven Proven refers to the candidate's track record. Have they delivered results? More importantly, who else says so besides them? As you know, resumes can be fact, or they can be fiction. How can you tell the difference? A person who has been successful producing results should be able to provide you with third party proof. Have the candidate bring in their sales awards. Have them show you the stack-ranked sales reports showing their name at or near the top of the field. More importantly, what do their customers have to say about them? Can the candidate produce testimonial letters from their customers, indicating they were satisfied with the buying experience? Candidates should be able to furnish written recommendations proving that they were able to deliver tangible results. Salespeople should approach being Respectful from two positions. First, they need to be respectful of others. Careful listeners, these salespeople would never be regarded as pushy because they take the time to hear their prospects out. They keep their egos in check, remembering that everyone can make a valuable contribution in their own way and that other team members deserve respect, too. Second, your salespeople need to respect themselves. Expect them to have a quiet confidence in their own abilities, and a strong desire to use their time, talents, and skills to produce optimal results. They'll respect their health, physical needs, and family commitments, and as a result be refreshed, well-balanced, and ready for work each day. Self-respect allows salespeople to be assertive, ensuring that they won't allow themselves to be used as a doormat by prospects who want to waste their time or abuse a relationship. An Innovative salesperson is a problem-solver. They're able to quickly assess a prospect's situation, and then come up with an approach to help the prospect accomplish their objectives. Reactive salespeople need not apply. Proactive salespeople spontaneously look for ways to do the job better, to improve on past successes, to show better results even faster than before. Innovative salespeople are easy to manage, because they don't require instructions. They're pretty much point and shoot; give them an objective to aim for, and they can creatively approach obstacles and move past them. Because they are innovative, they tend to look at the world through fresh eyes, and hence have a good sense of humor. A willingness to be playful and funny is a good clue that you're talking with an innovator. Good news! Your buyers would prefer to do business with someone who can make them chuckle and lighten up their day. A Decisive salesperson can make up their mind. They have effective analytical skills that allow them to rapidly size up a situation and decide how to best approach it. Decisiveness is truly important for a salesperson, for how can they expect the buyer to make a decision when they can't make one themselves? Decisiveness is often related to owning a clear set of key moral values. It's easy for salespeople to consistently do the right thing when it's clear to them what the right thing is. You want decisive salespeople who know when to walk away from a bad deal, and can separate good prospects from the time-wasters. Enthusiastic salespeople have become a cliché for all the wrong reasons. Enthusiasm must be more than an induced rush spawned by a rah-rah motivational pep talk. If you want enthusiasm that lasts, you need to find salespeople who are eager to help your customers. You want salespeople who are excited about what they do and how they do it, so their curiosity is stimulated and they are inspired to continually learn on their own. Enthusiasm comes from believing that you can make a difference, that you can improve someone's lot when they do business with you. Enthusiastic salespeople are motivated when they understand the strategy that will help them succeed, when they have access to all the tools they need to allow them to do their job and serve the customer, and when tactical training is available to allow them to skillfully serve the customer as well as the company. Enthusiastic salespeople have every right to believe they can win. And they do. PRIDE is about feeling good about your job. It's about believing in yourself and your ability to deliver. It's about enjoying yourself, helping the customer, and making the most of your God-given talents and abilities. It's about recognizing individual contributions and abilities while respecting the value of the team. When you hire salespeople with PRIDE, you, your salespeople, and your customers all win. © 2002 Paul Johnson. All rights reserved. Note: This article is available for reprint at no charge. We only ask that you include our copyright notice in your reprint, along with the About the Author (byline) information we provide at the end of the article. Paul Johnson of Panache and Systems LLC consults and speaks on business strategy for systematically boosting sales performance using Shortcuts to Yes?. Check out more salesforce development tips at http://panache-yes.com/tips.html. Call Paul direct in Atlanta, Georgia, USA at (770) 271-7719.
MORE RESOURCES:
Sales-Training - Google News |
|
|
|
RELATED ARTICLES
3 Basic Secrets That Will Explode Your Sales This Year In this article, I would like to talk about the three "well-known but often ignored" secrets for creating a successful product.These secrets are still valid in real world as they are online. How to Achieve Sales Goals by Focusing on Activities When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I expected to achieve, along with due dates for each goal. Sales Language: Whats Wrong with But? Language is one of the most important tools you have to influence someone. The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their capabilities. Sales Marketing: 10 Explosive Strategies To Amplify Your Sales Marketing is a skill. Once you master it, you can succeed in promoting any product or services online. Make Your Prospects Speak You've probably heard people speaking about someone that he was born a salesperson. You might think that talent and native skills are all what you need to succeed in sales. Four Ways To Increase Your Sales Fast... In 2-4 Weeks? You built a very good web site.. Three Fast, Short, Simple Ways to Escalate Your Sales 1. Sell an inexpensive product to sell an expensive product. Three Secret Keys to Persuasion Magic Just a few critical distinctions can supercharge your communication skills:1 Appeal To Peoples´ ValuesValues are the criteria by which people make sense of all the information they must process before making a decision. In simple terms, your values consist of what is most important to you. One Simple Persuasion Secret That Will Blow The Roof Off Your Sales The next time you're shopping for clothes in a department store, take a closer look at the price tags. You'll probably notice that each price tag starts with one price, but then counters with another. Sales and the City It's all about relationships!Here is how a popular TV show looks at it:In a city filled with more than its fair share of players, predators, losers, and creeps, these people need all the help they can get in order to find the one thing that eludes them all - a real, satisfying and lasting relationship. Is such a thing possible in New York City?Here's how your customers may be seeing things:In a vocation filled with more than its fair share of players, predators, losers, and creeps, these customers need all the help they can get in order to find the one thing that eludes them all - a real, satisfying and lasting relationship. Eliminating Objections to Increase Sales You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. Putting Benefits Before Features Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation.As I listen patiently and attentively, I privately critique the sales person as they make their pitch. Effective Account Management Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now your manager has tasked you with "account management". Sales and Closing Techniques One essential criteria of being a successful salesperson is the ability to be able to close a sale effectively. You don't have to be a salesperson to do this, yet you do need to put at least some of your focus on sales to be successful, whether it is yourself doing the closing or are someone you hire. Want to Make More Money? Fish in a Bigger Pond! Setting prices is a dilemma most service business owners encounter at one time or another. This week, it was Susan's turn. Knowledge is Power in Auto Detailing Sales The most important thing for an auto detailer to do is to gain expert industry knowledge. Since auto detailing sales have a lot to do with educating the consumer, it pays to understand the industry. Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling Cold calling may now be outdated. People have become defensive to cold calls and not many respond to them anymore. Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits Sales marketing online is an art that you must keep revising, refining and polishing to keep pace with all the changes happening on the Internet.1. 22 Closes For Real Estate Agents To Make The Sale All closes are not created equal. Top producers realize every homeowner has specific needs and every situation demands its own close. Increase Profits from Your Existing Customers An area many businesses fail to recognise as a way to increase profits is by utilising their existing customers. Don't view each sale as a "one-off".
|
| home | site map |
| © 2006 |