21 Traits of Great Salespeople: Connecting the Dots for Customers & Prospects

21 Traits of Great Salespeople (in no particular order)

1. Problem-solver
2. Being Likeable
3. Trustworthy
4. Effective Communicator
5. Transparent
6. Goal Setting...Dreamer
7. Preparedness
8. Empathy/Sincerity
9. Connects the Dots
10. Negotiates...Win for All
11. Asks Great Questions & Is an Active Listener
12. Builds Relationships
13. Accountable
14. Results-oriented
15. Qualifies (Not Happy Ears)
16. Persistence
17. Perseverance...Being Adaptable
18. Adopts the 'Regardless Attitude'
19. Controls the Sales Cycle
20. Objection Handles
21. Closes

Overview

Great salespeople understand that their job isn't just to present features and benefits—it's to paint a clear picture of how their product or service will transform the customer's business. They excel at 'connecting the dots' between what they're offering and the specific challenges their prospects face.

Why It Matters

Many salespeople fall into the trap of rattling off a list of features and benefits, assuming the customer will make the connection to their own needs. But why leave this crucial step to chance? The best salespeople take it upon themselves to explicitly draw these connections, ensuring their message resonates and drives action.

How Top Salespeople Connect the Dots

1. Deep Understanding: They invest time in learning about their prospects' problems and the impact of these issues on the business.
2. Tailored Presentations: Instead of generic pitches, they customize their approach to address specific pain points.
3. Clear Linkages: They explicitly connect each feature or benefit to a particular challenge the customer faces.
4. Impact Focus: They don't just explain how their offering solves a problem—they emphasize the broader positive impact on the customer's business.
5. Concrete Examples: They use real-world scenarios or case studies to illustrate how their solution has helped similar businesses.
6. Quantifiable Results: Whenever possible, they provide data on potential ROI, cost savings, or efficiency gains.

The Product Sales Perspective

Great product salespeople go beyond listing features. They explain how each feature translates into tangible benefits and, crucially, how those benefits address the customer's unique challenges. For instance, instead of just mentioning "cloud-based storage," they might say, "Our cloud-based storage means your team can access critical data from anywhere, reducing project delays and improving collaboration across your global offices."

The Service Sales Angle

Top service salespeople don't just tout their offerings—they illustrate how each service element solves a specific problem and impacts the bottom line. They understand that customers invest in solutions, not services. For example, rather than simply promoting "24/7 IT support," they might explain, "Our round-the-clock IT support means your e-commerce platform stays operational even during peak holiday shopping times, preventing lost sales and maintaining customer satisfaction."

The Impact Factor

The best salespeople recognize that not all problems are created equal. They focus on issues that significantly impact the customer's business, not just minor annoyances. By highlighting the broader implications—like increased revenue, improved market share, or enhanced competitive advantage—they make a compelling case for investment.

Conclusion

In conclusion, connecting the dots is about more than just making a sale. It's about demonstrating a deep understanding of the customer's business, showing how your offering addresses their specific needs, and ultimately positioning yourself as a valuable partner in their success. By mastering this skill, great salespeople don't just close deals—they open doors to long-term, mutually beneficial relationships.

I would love to hear your thoughts on this. Thank you for reading it.