During my 13 years of experience in sales coaching, I was able to identify eight qualities that are common to successful salespersons:
- Loyalty to their customers: They are motivated to understand what the word “success” means for their customers and they are constantly trying to contribute actively to this success.
- Motivation through achievement: Their main motivation is to win (or not to lose). This motivation transcends their remuneration and all the difficulties of getting there.
- Team builders: They cultivate a willingness to work with people and resources – both inside and outside their organizations – which allows them to help their customers achieve their goals and win.
- Efficiency: They are qualified masters, who are ready to forego opportunities when they feel they cannot or do not want to win. They are willing to invest inordinate amounts of time and energy to develop whatever they consider to have great possibilities.
- Infinite patience: Regardless of the fact that they are professionals, they exude patience when they are with a client, a prospect, a partner or a reference source.
- Very passionate: This goes beyond basic honesty. They are sincerely trying at all costs to find the solution that best meets the customer’s goal, even though this may go against the interests of the company for which they work.
- Attentive listening: They talk a lot less than they listen, bringing a high degree of humility and curiosity to their interactions with their customers.
- Devotion, discipline and consistency: For them, selling is a profession and as such, they are constantly trying to increase their knowledge and competence. They want to be coached in order to increase their efficiency and they are constantly seeking to sharpen their approach.