4 Critical Requirements to be a Top Salesperson!
Walter Crosby
Sales Performance Expert | Sales Team Development | Sales Process Improvement| Sales Training | Sales Hiring | Sales Manager Coach | Keynote Speaker | B2B Consultative Selling | Sales & Cigars Podcast | Cigar Enthusiast
All 4 of the competencies in this list are within the control of the individual.
The first 2 are part of what we call Sales DNA. In other words, the beliefs, mindset or self-talk that a salesperson carries around in their “head”.
The last 2 are competencies that require coaching and skill development from management as well as effort from the salesperson.
1. A salesperson must be comfortable discussing money with a prospect/customer. Our Objective Management Group data clearly indicates that 60% of all salespeople are NOT comfortable having conversations about budget. Financial discussions are essential for a salesperson to establish value with a prospect. This issue is part of the Sales DNA or what is happening between the salesperson’s ears. It is correctable, but requires coaching and effort.
2. A salesperson must be likable, but should not “need to be liked” in the salesperson role. Humans typically need to be liked and part of a tribe/family. It is okay to need to be liked in your other roles, but as a salesperson it cannot be so great that it gets in the way of doing the job. This issue will stop a salesperson from being successful at #1 and #4 of this list. Get your needs met outside of sales.
3. A salesperson must listen to the prospect for those moments – key words & specific phrases – that expose a prospect’s compelling reason to buy. The listening goes deeper than hearing. Active listening allows the salesperson to dig deeper and ask questions that help a prospect see their pain.
4. Of course, questioning skills is absolutely essential. Please don’t try to script your questions or come to the discovery meeting with a bunch of prepared questions. This is why questioning skills and listening skills are tied together. Think of listening and questioning skills in the context of having a conversation with a friend or family member who has a problem, and you want to help them solve it; to help solve the problem one must listen intently and ask good follow up questions.