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If you are salesman reading this post you can easily relate this to your daily activities in the market.
Though there are 5-10 sales executives in your company only one guy tops the performance every month where few could not close any single deal.
Your boss might have made the statement many times in sales review meeting how that one guy could do where others couldn’t. My super boss told this many times.
If you closely observe all the top sellers from cross industries you could easily pick up the four qualities common among them.
Let’s see what the four common qualities are
1.Believe in your product.
Before you sell your product to the customer you should first buy and experience a product if it is tangible and affordable for you to buy.
Only an experienced person can better share his knowledge to others than a mundane book reader. So experience your product.
A perfect example will be Amway dealers in India, first, they buy and use the product and then recommend it to others. Notice they are recommending not selling.
An insurance agent subscribes himself to the premium plans before he sells. But if you cannot buy what you can do?
Believe your product, if you are not believing what you are selling you won’t get that intrinsic motivation which encourages you to pitch the product confidently.
You should believe it is the one and only solution for customer’s requirement. Your product is the best in the industry. Though it is costlier it is a durable one.
I am working as an Assistant Manager sales in one of the toughest industries here you cannot give any quality assurance to your customer due to many external influencing factors which are most of the time out of control.
But our team believe our product completely and to the fact, we are the only one business in that domain doing ethical business.
One of our competitors is pumping in crores for TV commercials but you cannot find any single billboard for our brand in my region.
2.Expand your knowledge
You might have read so many posts saying salesperson should have the complete knowledge about the product and market. Though It is salient successful sales executives keep on expanding their knowledge by learning new things outside the domain also.
Other than product knowledge I buy and read at least two commercial books in a month to improve my knowledge in business.
Learning always give confidence to people. Don’t stop learning.
A research conducted by an independent institution revealed that an individual who spends five to seven hours in a week on learning will become an expert in that field in three to four years.
To become an expert in our profession we should spend a time to learn new things.
While speaking to the client they listen to them carefully, uncover customers need and try to match it with the product.
They are the master in negotiation and followups. If you spend a day with the top performer you can easily find how they persuade.
They give more importance to buyer’s ego. If you hurt customer’s ego then it is done you cannot win the deal for sure.
Be humble while speaking to buyers. Some buyers will annoy you by asking so many questions and try to pose them as a master in the field. Simply ignore it. Our desire is to win the deal not win the buyer’s ego.
You can find successful people have pleasant look and clarity in what they are doing.
This is one of the important traits everyone should learn. Don’t postpone your work if it must be done now do it now don’t save it for tomorrow.
A few months ago, I read this in a post saying, “Leaders won’t postpone things they act immediately” I tried to follow that.
Seriously it is amazing it makes you more productive and will keep you away from last minute hardships.
If you want to call your customer you must do it today, if you want to meet the lead today you must do it today don’t procrastinate.
In my team, my deputy manager is the top performer and I witnessed this quality in him. He won’t procrastinate his work whether it is sending sales report or forecasting. He stands first.
A half decade back sales was categorized as Business to Business and Business to Consumers. But now sales experts coined the new term People to People or Human to Human which is the outcome of the understanding that it’s not the organization that decides but the single or team of people.
Hence all the salesmen are expected to have good interpersonal and communication skill to outperform their competitors despite a lot of sales and marketing tools (link) to improve sales.
I found these four qualities common among the top performers. If you contradict or to add any other important qualities which I missed out can be added in the comment section below.