TEA: An acronym for knowledge, skill, and attitude. This is how HR professionals define the characteristics of a good professional.
Check out the 16 we selected, many of them based on studies from major universities.
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The 16 Characteristics of a Good Salesperson You Can’t-Miss in Your Arsenal
Check out the skills, characteristics and knowledge needed by a good salesperson.
7 Skills Needed to Be a Good Salesperson
To analyze the characteristics of a good salesperson, we based on 7 skills studied by professors Lynette Royals and Lain Davies.
According to his article, only 9.1% of meetings turn into effective sales and only 1 in 250 salespeople exceed their goals.
After studying hundreds of live sales meetings, they came to the conclusion that among the characteristics of a good salesperson are 7 skills that make the buyer move forward in the stages of the sales process, until closing a deal.
Salespeople who master these 7 skills are considered experts. They are the ones that close sales the most, despite representing only 9% of salespeople.
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Check out each of these skills and how they can help with sales:
1- Ability to Overcome Challenges
Salespeople who find it difficult to make a sale, but do not let themselves down, look for ways to overcome and close the deal.
2- Ability to Prepare for Meetings
A basic skill, but not everyone has mastered it, is studying the customer and going prepared for sales meetings.
3- Ability to Interact with Customers
Having social skills and knowing how to cultivate relationships with customers is essential.
4- Ability to Present the Company
If your customer does not understand what your business can bring value to his company, the sale will hardly be closed.
5- Ability to Create Rapport
Rapport is another skill every salesperson knows they must have. But connecting with the customer and creating a light, welcoming atmosphere during a sales meeting isn’t exactly easy.
6- Ability to Build a Good Sales Speech
A good sales pitch can be the difference between closing and losing a customer.
7- Storytelling Skill
The ability to make the customer see your product or service as a “hero” that will save their day and take them to a new level of results, a true “happy ending” to their problems, is what is called storytelling.
This skill is delicate! Because it can’t be a salesperson’s focus. A salesperson who only tells stories needs to develop other skills, especially customer interaction, rapport, sales pitch and overcoming challenges.
As we said, expert sellers have to master all 7 skills.
But there are some more important skills: customer interaction, rapport, sales pitch, and overcoming challenges.
Sellers who have these 4 of these well-developed skills we will consider as advanced.
Those who still need to learn more about any of them, let’s classify as being at the basic level.
Attitudes that every good seller needs to have
To continue defining the characteristics of a good salesperson, let’s talk now about attitudes.
According to a study by Steve W. Martin, a professor of sales strategies at the University of Southern California, there are 7 attitudes a salesperson needs to develop if he doesn’t want to lose sales.
Salespeople who act in opposition to these attitudes end up scaring off customers.
1- Be trusted or respected
Give your client the certainty that you are a consultant trying to find the best solution for them and not a salesperson trying to hit your goal at all costs.
2- Keep productive conversations with senior executives
It is the “c-level” executives (CEO, CMO, CFO, etc.) who determine whether the sale will close or not. One of the characteristics of a good salesperson should be knowing how to speak on the same level with these people.
3- Show the benefit of the solution you sell
There is no worse attitude for a salesperson than fixating on the attributes and characteristics of a product or service. A good salesperson needs to show the benefits of the solution they offer and how it will make their customer’s life easier.
4- Don’t be self-centered
Many customers feel pressured by salespeople who seem to be there with their own interests in mind when they should be making a consultative sale.
5- Don’t be aggressive in your sales strategies
Leaning the buyer against the wall doesn’t work. This gives the impression of “take it or leave it”, a situation in which no one likes to be.
Being reasonable and closing softly, with an exchange of concessions, is the most correct attitude.
6- Be honest about risks
No matter how good your solution is, there is always a risk in adopting it. Be clear with the customer about this.
7- Establish a personal connection with the comparator
The 5 reasons cited by buyers for not having “chemistry” at a sales meeting are:
- Seller’s Insistence
- Different communication styles
- different personalities
- Anxiety to close the deal
- Age difference
Of course, you can’t change your age, but being less anxious and pushy and trying to match your style to the buyer’s is easier to do.
Knowledge needed by a good salesperson
To define the characteristics of a good seller in relation to their knowledge, we selected two areas: academic knowledge and language skills.
An entry-level salesperson needs to take at least some courses in sales, even if they are not undergraduate.
There are several online courses, free and paid. In addition to these, on-site courses are also important, including for networking.
An advanced salesperson already needs a degree, whether in marketing, business administration or a related field.
And that salesperson who wants to become an expert needs to do a postgraduate degree. An MBA in one of the areas mentioned is an excellent option.
Not every seller will make international sales, but mastering at least reading in English is important for entry-level sellers to be able to train themselves with articles in that language.
An advanced seller needs to speak in English too, because it may be necessary to talk to a buyer who doesn’t speak Portuguese, in a multinational company, for example.
Expert sellers read, speak and write in English and, if necessary, can learn even more of a language.