Jan 7, 2008

Made Not Born Part I: Sales Masters

Made, Not Born is a series based upon top qualities, techniques, and abilities of the very best professionals in many industries.

PART I: Traits of Sales Masters. Part I of Made, Not Born is focusing on the traits of the super-successful salesperson. What sets the best apart from the rest? Learn more in this article!

I recently read a business headhunter's list of top qualities of an all-star salesperson:

Work Attitude
Interpersonal Relationship
Social Interactions
Positive Self-Esteem
Organization Skills
Prioritization of Goals

I like each of these, and believe each of these traits will help a salesperson succeed. However, when I interview salespeople and probe my memory for the best salespeople of all-time, my list includes other traits and talents that you might otherwise not consider:

ARRiiVE's Top Sales Masters of All-Time List of Traits and Skills:

1. A master of selling process: able to create a system of selling that builds rapport with clients and prospects very quickly.

2. A master of knowing the buyer's hot-buttons: adept at thinking like a buyer. Researches buyer's industry until they are a master of current issues facing typical buyers in each vertical industry.

3. A master of asking the right questions: the best selling gurus ask intelligent questions about prospects needs. They will quickly move from early fact types of questions into questions that probe deeper into implications of cost, pain, emotional value, and implication.

4. A master at directing the buying process to successful solution. The most masterful salesperson focused on expanding the need, then asking if-then questions to lead to yes. Able to expand the need by probing deeper. This is the quality of the ability to LISTEN and then take that information and expand even deeper. They are able to ask questions throughout the selling process that gains commitment to the salesperson's products and services and that results in each RFP (request for proposal) being driven to favor the salesperson's company.

5. A master at relating the company solution from their company to the customer's perceived emotional needs and logical needs. The best salespeople sell to the emotion, and support their emotional argument by providing irrefutable facts backing up their claims.

6. A master of disguise. The best salespeople are not always obvious to the customer. Many of them have already figured out the client before the client even knows they're being sold to and as a result the salesperson's sales results are considerably higher.

7. A master of proposing the company's products and services, yet able to come across genuine and down-to-earth. The best salespeople are not arrogant. They usually are extremely approachable and very good at presenting the company in the best light. They are quick on their feet, and always able to take a negative and quickly spin it back to make the company look better.

8. A master of describing solutions in terms of benefits and other user's or customer's experiences. The best salespeople are talking about third party and first party references throughout their entire sales process. Nothing is more powerful than a reference from someone the client trusts. The best salespeople know this and use it to their advantage.

9. A master at getting a yes while staying within the buying curve. The best salespeople know their is a buying window. When the buyer goes past the time curve on that window, they may lose the sale. Each industry's window may be different, but the best salespeople stay inside the window and deliver the deal in the most efficient manner possible.

Want to learn more? Sign up for Cold To Gold: Advanced Prospecting Methods To Overcome Fear, Get In The Door, and Build Long-Lasting Successful Relationships - a modern selling program with slides, screen prints, telephone courses, audio downloads, e-book, and bonus downloads and links. The author of this program has a long history of building successful sales relationships and blowing away quotas. Learn more from a master you can trust at Cold To Gold.

Copyright © 2008 by Scott Andrews, CEO of ARRiiVE Business Solutions. All rights reserved. Cold To Gold and ARRiiVE Business Solutions are trademarks of ARRiiVE Business Solutions.

ARRiiVE Business Solutions helps executives improve sales, launch products and services, and build dynamic, cross-functional collaborative teams. For more information, contact info (at)ARRiiVE (dot) com or call us at 1 (805) 459-6939.

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