A short practitioner-led reflection on consultative selling and what makes a good salesperson. After framing relationships as peer-based (symmetrical) or power-based (asymmetrical), the speaker lists and explains 13 practical traits—structured, persistent, humble, knowledgeable, mindful, responsive, accountable, authentic (be yourself), timely, prepared, curious, sharing (use CRM), and positive—as foundational behaviors for effective sales.
Chapters
I recently read an article on being a consultative salesperson. It explored the concept that a relationship is either symmetrical or peer based or it is asymmetrical and power based. In a peer based relationship, each person regards the other as equal. In a power based relationship, like the one between a buyer and a seller, one person is the one in the one up position, the position of power and the other is in the one down submissive position. One would think that the buyer is in the position of power. A seller however, can achieve this one up position by having more knowledge, more experience and more attention to detail to view the client's problems, challenges and opportunities. This is a position based on the ability to better frame the decision the client needs to make, providing a valuable perspective as well as the context the client needs to take into account. While I'm a proponent of consultative selling, I have decided to stay away from praising one sales method or style over another, knowing that each one has a time and a place. But instead I want to focus on the traits of a good salesperson. Not scientifically researched, but rather the observations of a practitioner and why Good, not Great? We live in a world of superlatives where everything is labeled as the biggest and best and everyone strives for greatness. But being good simply lays the foundation for becoming great, genuinely great. So here they are my top 13 traits of a good salesperson. 1. Structured Know the process and then follow it diligently. If you are in a mature organization, someone has defined a best practice sales process. Follow it every time. 2. Persistent key to success in sales and defined as the continuance of a course of action in spite of difficulty or opposition. Stick with it Takes an average of 5 calls to get an appointment. Make 10 before giving up. Humble yes, your contracts put food on the table for the entire company and yes, you are a rock star. Just don't be that person. Number four Knowledgeable Know your stuff. Don't assume, don't guess, don't make it up. Know it and if you don't, be honest about it. Find out and learn mindful. Have an awareness of those around you. What are the dynamics at your clients? Who is the decision maker? And the same applies internally. Number six Responsive. Have the right sense of urgency when you respond to an inquiry or address a question. Never get caught on the receiving end of a reminder. Number seven Accountable. Take responsibility for your and your company's actions. Never pass the blame. Number eight Be yourself. Customers will look right through it if you pretend to be someone you're not. Being genuine and authentic creates a connection. Timely Know the best practices and in your market, or understand your client's expectations when following up. If it's within five minutes, do it within five minutes. Number 10 Be prepared. No matter how experienced you are, being prepared allows you to be responsive instead of gambling and filling gaps or improvising. Number 11 curious ask your clients everything you need to know and more because they like to talk about their favorite subject themselves. Ask for help internally. Ask often. Ask early and not when it's too late. Sharing Use the CRM to your advantage by capturing and sharing what you know once. 13 and finally, positive positivity is contagious and it helps to sell. Don't be the negative. Nancy like so much in sales, all 13 trades are really common sense and paired with best practice data in a process that lays the foundation for a good salesperson.
