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The personality profiles of top salespeople
14-Jul-2011
The evidence suggests that the personalities of truly great salespeople
plays a critical role in determining their success. A blog recent blog
in Harvard Business Review looked at the personality profiles of
thousands of top sales performers. Here is our take on their findings.
Modesty.
Surprisingly, the most successful salespeople do not
conform to the fast-talking, pushy salesperson stereotype. These
egotistical salespeople tend to alienate far more customers than they
win over. Rather than making themselves the rock star, the top
salespeople positioned their colleagues in the company as being the rock
stars, and use their colleagues to help them win the sale.
Conscientious.
Top salespeople take their responsibilities seriously. They can be
relied on to keep their promises, and follow up when they say they are
going to. However, this does not mean that they run after the
customer’s every demand. Instead, they take control of the
relationship, and lead the customer by the hand though the sales
process.
Achievement-oriented.
Top salespeople are fixated on achieving their goals and measure their
success by the sales numbers and how they compare to their peers. They
figure out what they need to do to make sales, and they go out and get
it done.
Courageous.
Top salespeople are not self-conscious. They do not get embarrassed
easily. They are willing to risk rejection, and are even prepared to
rankle customers in the sales process. They aggressively believe in
what they do and will boldly do what it takes to get the job done.
Thick-skinned.
A high percentage of top sales people come from sporting backgrounds
where they are used to tough competition, dealing with disappointments,
bouncing back from losses, and experiencing the thrill of winning. If
they get knocked down, they don’t stay down for long.
Curious.
Top salespeople have a hunger for knowledge and information. They learn
as much as they can about their industry and their customers. They ask
their customers difficult and uncomfortable questions in order peel
back the layers and get to the heart of the matter. Top salespeople
want to know as soon as possible if the customer is willing to buy their
solution, and what they need to do to win their business.
Friendly but not overly friendly.
Very friendly salespeople can build good relationships with
prospects, but often have difficulty asking for the sale. Top
salespeople keep it professional and establish a position of authority
and dominance where they are able offer good advice and recommendations
to the customer, and the customer willingly acts on those
recommendations.
Do your salespeople have what it takes?
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34531334269947::RESULTS.com | The Missing 98%
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| Date | 21-May-2012 |
