Qualities of a Successful Sales Man

Being a Salesman can be a big challenge. For those who are adept at the art of consultative selling, the entire process of building a prospect, designing and presenting solution and closing the sale becomes an interesting game. Those who have a passion for selling enjoy the consultative sales process. For the successful sales managers, selling is their passion and gives them a high.

Consultative selling process is a highly creative game for those who perceive it to be. Getting into customer’s shoes, trying to feel his pains and coming out with solutions that can alleviate his pain or satisfy his need and make him happy can be a satisfying experience.

Being successful sales person calls for quite a bit of training. Besides, they tend to possess certain qualities that are inherent to their nature too. For those who do not have these necessary qualities, training and a conscious effort to imbibe the right attitude and qualities will help. With practice everyone can become perfect.

First and foremost the consultative sales person you will notice has empathy as well as a respectful attitude towards his clients as well as prospects. He tends to give due importance to customer or prospects words without taking anything lightly. With every customer, he automatically builds a special emotional connect with the customer at various levels. It would not be a surprise to see the customer regarding him as a friend or an advisor beyond his role as a sales person. The best sales person will not think twice before taking up for his customer and having to take on his own management in order to leave no stones unturned to help customer or to walk an extra mile. Every customer relationship is important and it pays to nurture the same. The sales person does not look for short term and transactional gains, but in the long run the business that he wins and retains the customer will be really worth it.

You will find the Sales and Marketing managers having a approachable and likable personality. They are always well groomed, well dressed and present themselves well too. Apart from the Organization that they represent, they shine through their own personal charisma too. An approachable personality always finds himself getting accepted by the customer. In a consultative mode of selling, the sales person engages with the customer to understand his business. The customer on the other hand, looks at the sales person as some kind of an advisor who has his interest at heart and can advise the right solution to help. Thus the amount of trust that the customer places upon the sales person is tremendous. In all cases, besides the Organizational reputation and image, it is the personal integrity of the sales person that counts when it comes to consultative selling. The customer goes by the trust and emotional connect that he is able to feel with the sales person. One of the most important ingredients that make for a successful sales person is his personal integrity. In having to play the role of a seller as well as an advisor to the customer, he finds himself playing dual roles and in some cases, gains inside information about the customer’s business too. In all cases, it is the integrity of the person that helps build his reputation as well as his Organization’s reputation in the long run.

A thirst to learn, to listen, to see and observe anything new is another trait that you will find in the successful consultative sales person. A quest and passion for meeting people, keen listening and an approach to solving people’s problems go a long way in making of a successful consultative sales person.


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