Getting good as sales takes practice… and these 5 traits!
Do you think good salespeople are born that way? Well, some of them are, but anyone can be a good salesperson. It’s not about being extremely outgoing, charismatic or charming. It’s not about being salesy and getting people to do what you want them to do. And, its not about you.
Here are 5 traits that you should practise and master, which will help you to be a good salesperson.
1. Become a better listener
For some salespeople this can be difficult. Sitting back and listing to what your client or prospective client is saying, without interrupting can be challenging. Especially when you may already know the answer before they even finish what they are saying.
When you give the other person an opportunity to finish what they are saying, you give a short pause (you are giving your answer some thought) prior to answering will cause the other person to feel that they are being heard. Trust is being build and well, don’t we all like people who are interested in what we have to say. We will work with people who we like.
2. Look professional
When you are working it’s so important to look your best. That doesn’t mean you have to spend thousands of dollars on fancy clothes and shoes. It does mean that you look presentable and put together.
Check yourself out in the mirror before you leave the house. Shave brush your teeth, comb your hair and iron your clothes. It’s not hard to look your best, you just need to make it a priority.
When you look your best, you will feel better and when you feel better you will do better.
3. Ask for the business
Did you know that 40% of sales people never ask for the business? That means if you are asking, you are beating out 40% of your competition.
Your client wants you to ask, really, they do. They may not know how to communicate to you that they want to do business with you, unsure how to start that conversation. So, give them the opportunity to work with you by asking them.
It can be very simple, a question such as, “would you like to proceed with the paperwork” is a soft close. After you ask the question you are quiet and wait for their answer, give them a chance for some thought, let them answer. If you do this regularly, you will be surprised how many people will say “yes”.
4. Don’t ever burn a bridge
Never and I mean never get into conflict with people. Especially if you work in a smaller town where everyone knows everyone.
Learn to let things go, always take the high road. If someone wants to stop working with you and you can’t fix the situation, let them go, and wish them well. I’ve had clients work with other agents and then return to me more than once.
In sales your positive mindset is super important to your success. How will you maintain your mindset if you are dealing with conflict or drama? You can’t’.
5. Build your brand
If you want to be successful in your business and have longevity, it will be very difficult without branding yourself. Branding allows you to stand out from your competition. Branding will get you seen and more importantly remembered.
When buyers and sellers decide to do make their move, they can be very spontaneous, wake up one morning and decide today is the day to make a change.
You need to stand out and be an expert, that go to person who will help them achieve their goals.
If you’ve done a good job with your branding, you will get the call.
If you want to up your game and become better at selling, keep in mind those 5 tips and you’ll be on your way to a successful sales career!
You can read more of my sales related blog posts here, or grab one of my books on Amazon.
How are you handling the ups and downs of a sales career? I’d love to hear from you in the comments below!