Characteristics of Successful Salespeople

What separates successful salespeople from everyone else? Most, in virtually any industry, possess the following characteristics:

1. They are persistent. Selling or running a business for a living requires a tremendous amount of persistence. Obstacles loom in front of us on a regular basis. But it’s what you do when faced with these barriers that will determine your level of success. I believe it was Brian Tracy who once said that a person will face the most challenging obstacle just before they achieve their goal. The most successful people in any industry have learned to face the obstacles that get in their way. They look for new solutions. They are tenacious. They refuse to give up.

2. Successful salespeople are avid goal setters. They know what they want to accomplish and they plan their approach. They make sure their goals are specific, motivational and achievable, yet challenging, relevant to their personal situation and time-framed. They visualize their targets, determine how they will achieve their goals and take action on a daily basis.

3. Great salespeople ask quality questions. The best salespeople ask their clients and prospects plenty of quality questions to fully determine their situation and buying needs. They know that the most effective way to present their products or services is to uncover their customer's goals, objectives, concerns and hesitations. This allows them to effectively discuss the features and benefits of their products and services that most relate to each customer.

4. Successful salespeople listen. Most will ask a question and then give their customer the answer, or continue to talk afterwards instead of waiting for a response. Great salespeople know that customers will tell them everything they need to know if given the right opportunity. They ask questions and listen carefully to the responses, often taking notes and summarizing their understanding of the customers' comments. They have learned that silence is golden.

5. Successful salespeople are passionate. They love their company and they exude this pride when talking about their products and services. The more passionate you are about your career, the greater the chance you will succeed. The reason for this is simple — when you love what you do, you are going to put more effort into your work. When you are passionate about the products or services you sell, your enthusiasm