Develop These Qualities for Sales Success

People who are expert in influencing and persuading others share at least eight characteristics:


They know what they want. They have clear targets and goals. This means that when they call a buyer, they know what result they want by the end of the call.


They know they have a right to try to get what they want. They understand they don't have a right to get what want, but they have every right to try. You sell a good product or service. You present good reasons why the buyer will benefit from buying from you. You are respectful, believable authoritative. You deserve a hearing and consideration.


They are articulate. They tell a good story. They give the facts, and supporting evidence. They are clear and complete. Their presentation is logically constructed for easy understanding.


They are sensitive. They understand the buyer' needs and wants, and they are alert to buying signals. They know how to respond to the buyer's confusion, hesitation fear and tension.


The have credibility. They know their products  or services. They understand enough of the buyer's operation to match product to benefit to application. They are on top of their data.


They know how to deal with opposition. They understand that opposition often means that the buyer is involved in the interview. They take care not to react defensively to objections or stall but to continue to sell, realizing that much opposition is simply a signal that the buyer has not been given sufficient reasons to make the purchase.


They know how to ask for action - and do. They realize that they have an implied contract with the buyer, who has given them time and a hearing so that they may present their products and the reasons to buy it. They also recognize that the buyer expects, even wants, to be asked to buy. Not to be asked means that the buyer does not achieve psychological closure and that the salesperson has not lived up to this contract.


They know what motivates others. Effective salespeople understand that people are motivated by two factors: one, what they can expect to have and enjoy as a result of an action or decision - the reward-- and two, the expectation or the confidence, that they will actually be able to attain the reward. In short, people generally will not choose a course of action unless it offers some good or benefit for them and unless they anticipate success in attaining that benefit.



How does this translate into advice for the salesperson? When you sell be sure to:

MAKE IT INTERESTING.

MAKE IT VALUABLE TO THE BUYER.

MAKE BUYING FROM YOU EASY.