5 Characteristics of Successful Sales Professionals

• by Jennifer Bulkley

"Motivation will almost always beat mere talent." -Norman Ralph Augustine

In today's fast-paced world it's hard to wade through the noise of information and research to get down to brass tax. If you're a sales professional, sales manager, business leader or entrepreneur then you are connected to the sales process somewhere along the line. In this brief article, I will share with you 5 characteristics that can help guide you along your sales journey.

Number One: Growth Mindset

Yes, I know, lots of chatter on the topic of having a growth mindset these days. Well, it's for good reason. Having a growth mindset, or being open and vulnerable to change, learning and transforming has got its ROI in more closed deals. 

How? If a sales professional is willing to constantly improve upon their own self-awareness and emotional intelligence capabilities, the better equipped they will be to understand their prospects.

 You see, the climate is always changing, how people want to do business these days is changing rapidly from the old days of “I need a service provider at a cheap price, to, “I need an experience I’ll enjoy and I’m willing to spend a little extra to get it.” In order to navigate these changes and become proactive in the sale process, you must practice changing along with it.

Number Two: Focus on Your Strengths

Wait, aren’t we taught to focus on improving our weaknesses? Well sure, that shouldn’t be entirely forgotten, however when it comes to our role in the sales process, this is what I’ve found to be true. 

By doubling down on our strengths and setting our actions on what works, we enjoy the process and will be more likely to meet the goals and objectives we’ve set. If we're focussing on weaknesses, it becomes an arduous process, which is not fun and thus more likely to become discouraging instead.

Number Three: Firm Values

Okay, what does this mean? Simply put you must decide what you are willing to accept or not accept as part of your sales process. This is both for you as an individual and what you look for in a compatible prospect.

For example, if you demand transparency, prompt communication, solution-based thinking, time-lines, clarification on objectives and integrity then by golly stick to your guns. If you’re wishy-washy or too compliant (yes I said it nicely) then your prospect will see through that and nine times out of ten take advantage. You will find, that, by sticking to your guns, you actually simplify the process for everyone and you will win more deals more often and favorable ones at that.

Number Four: Adaptability and Intuition

I know we just discussed firm values, but that does not mean we ignore the extreme importance of adaptability. I like to say “be adaptable and intuitive in your artistry as a sales professional to win the room.”

There is no right or wrong way in art correct? Well, the same is true for a sales performer. That’s right, to some extent your ability to improvise and trust your instincts will directly impact how you perform in your sales call. This is not to replace preparedness and practice, just as a great performer will rehearse backstage, but it does mean that you must understand to expect the unexpected and roll will the flow, prospects have their own stress and worries, you're there to make it look easy. The best way to do this is to fall back on who you are, be real, be authentic, be relatable but do it beautifully. If art is an expression of who we are in some way, then don’t deny the room that same expression.

Number Five: Deep Listening

Go google the five levels of deep listening. You’ll find that what you think you know about good listening goes far beyond focussed attention. Long story short, not only should you have well prepared questions for your sales call, but you should be prepared to really listen to what is said and not said. Deep listening also entails that you give room in the conversation to absorb what has just been discussed before moving on. Trust me, I have lost plenty of deals because I was too focussed on the next question or step and did not “really” hear what the prospect was saying. 

Hope you enjoyed this article, I love sales and I love you! - by Jennifer L. Bulkley