Characteristics of Successful Salespeople

will shine brightly in every conversation. If you aren’t genuinely excited about selling your particular product or service, give serious consideration to making a change. You are not doing yourself, your company or your customers any favors by continuing to represent something you can’t get excited about.

6. Successful salespeople are enthusiastic. They are always in a positive mood — even during difficult times — and their enthusiasm is contagious. They seldom talk poorly of the company or the business. When faced with unpleasant or negative situations, they choose to focus on the positive elements instead of allowing themselves to be dragged down.

7. Successful salespeople take responsibility for their results. They do not blame internal problems, the economy, tough competitors or anything else if they fail to meet their sales quotas. They know that their actions alone will determine their results, and they do what is necessary.

8. Successful salespeople work hard. Most people want to be successful, but they aren’t prepared to work hard to achieve it. Sales superstars don’t wait for business to come to them; they go after it. They usually start work earlier than their co-workers and stay later than everyone else. They make more calls, prospect more consistently, talk to more people and give more sales presentations than their co-workers.

9. Successful salespeople keep in touch with their clients. They know that constant contact helps keep clients, so they use a variety of approaches to accomplish this. They send thank-you, birthday and anniversary cards. They make phone calls and schedule regular keep-in-touch breakfast and lunch meetings. They send articles of value to their customers and send an e-mail newsletter. They are constantly on the lookout for new and creative ways to keep their name in their customers’ minds.

10. Successful salespeople show value. Today’s business world is more competitive than ever before and most salespeople think that price is the only motivating buying factor. Successful salespeople recognize that price is a factor in every sale, but it is seldom the primary reason someone chooses a particular product or supplier. They know that a well-informed buyer will usually base much of his or her decision on the value proposition presented by the salesperson. They know how to create this value with each customer, prospect or buyer they encounter.

We all have what it takes to become successful. Are you ready to make it happen?

Kelley Robertson, author of The Secrets of Power Selling, helps sales professionals pinpoint how to improve their results. He conducts workshops and speaks regularly at sales meetings and conferences. For information on his programs, contact him at 905.633.7750 or kelley@robertsontraininggroup.com.