What makes a great salesman?

What makes a great salesman?

What makes a great salesman?

It has been disputed in the past and many people have argued the different characteristics that make a great salesman. Some may say it's the perseverance, never giving up or giving in. Others may say it's the honesty one exuded and the general warmth and understanding that is portrayed to the client. I believe after years of being exposed to the quotas and pressure through sales the one constant is how you handle the stress. Even the very best salesman will burn out if he has not stretched before the race. Enthusiasm is key to getting behind your product or service and if you lack this one attribute you will ultimately fail in the long haul.

I have been on the receiving end of many a vendor and salesman and have noted the best and worst attributes I have come across. Some choose to hide behind their power point presentations and charts. While statistics are impressive, they are only as good as the salesman presenting them. It is in the execution and timing of these tools that will render them useful. In other cases I have experienced the highly aggressive salesman one that comes at you with ferocity of a bulldog leaving voice messages and haunting you for a decision. One may say the very desperation of this individual will push a prospective client away. In some instances you have the meek salesman who is afraid to ask for your time or give valid rebuttals. A salesman that sounds robotic on the phone will hardly every sit in front of a potential client.

The best approach I believe comes from the confident polished salesman. The one who has researched your company or desires and knows your motivation and need for the product or service. This salesman has the ability to gain your trust and also want to please them. I have often decided within minutes of meeting such a salesman that I want to pursue their service simply based on our interaction. They have the perfect combination of integrity and enthusiasm as well as candor and composure.

In the end it is not the product or service you sell. It is your belief that you are making a difference and helping people by showing them how to make their lives better. Of course you must then deliver and show the client you are willing to go the distance for them and keep them satisfied. In doing this you will gain a client for life and his referrals.

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