Five essential qualities that a master salesperson must possess
After researching and going through couple of articles regarding sales and salesmanship, I came across some of the essential qualities which a salesperson must possess to master the craft of selling. Also, below I would provide some of the extra essentials which would pertain towards a product or service being sold, and also a sales plan and a strategy.
Here are some of the qualities which a master salesperson must have:
- Courage: It is a part of each and every salesperson, who are willing to succeed especially in these times of intense competition in the respective industry.
- Imagination: Having an imagination is equally important because being able to anticipate in different situations and objections which are received from customers and looking those situation from the customers position so that a salesperson could understand their needs. For all those tasks and activity imagination is important, and being able to imagine different solution for those situation is important as a salesperson.
- Clear Voice: Being able to make customer understand the needs of a product or service is necessary. And for that having a firm, clear voice which helps in moving assurance and color indicates that a salesperson has enthusiasm and aggressiveness in their personality.
- Physical Fitness: A salesperson who is physically fit is able to function in good condition when approaching the customer. Because if this quality is not focused than neither the mind nor the body would be able to function well. As a salesperson, giving the required attention towards a proper diet, healthful exercises, and fresh air is one of the qualities which should be looked after.
- Hard-Work: When a salesperson undergoes different sales training programs, and seminars executing those learnings requires hardwork at the craft which has been learned. This is the only thing which would turn those trainings into the sales. No amount of strength, bravery, or creativity is worth a dollar unless it is put to use, and how much money you make is typically determined by how much extremely difficult, intellectual work you put in.
Here are eight additional crucial characteristics. These are related to the good or service being offered as well as the plan and method of selling.
a. Understanding of the product / service: As a salesperson, having the knowledge about what you are offering the customer is really important. We could also say doing homework on the product / service which you as a salesperson are trying to offer your customers. The master salesperson is aware that you cannot successfully sell a good or service if you do not know about it and believe in it.
b. Faith in the product or service: If the master salesperson does not have confidence in the product / service which they are selling then it is better not to sell it. Master salesperson are aware that if they do not believe in the product / service they are selling, then their minds are able to broadcast their lack of confidence towards the mind of the prospective buyers.
c. Suitability of the product / service: Master salesperson analyzes both their customers and the needs of the customers, and are able to offer only that which are appropriate to them. The master salesperson will never attempt to persuade someone to buy a Rolls Royce when they should be buying a Ford. A bad deal for the buyer is a worse deal for the seller.
d. Value Offered: Master salesperson never tend to make their customers pay more than the actual worth of the product / service. Rather than focusing on the profit from a single sale, confidence and the goodwill which a master salesperson earns from their customers is more valued.
e. Understanding of the potential buyer: Most master salesperson are good at their craft because they are more of a character analyst. They indulge their time and effort towards understanding the characteristics of the customers, a master salesperson has the ability to ascertain which nine basic motives would the customers more respond to freely. And they build the sales presentation arodunt those motives of the customers.
d. Evaluating a prospective customer: The master salesperson would never attempt on closing a deal before having adequately “qualified” the potential customer. The following factors have been calculated beforehand by the master salesperson:
· The prospective buyer’s purchasing power in terms of money.
· The requirement of the prospective buyer for the item up for sale.
· The purpose behind the purchase for the potential customer.
The biggest mistakes which leads to “no sale: is attempting to close a deal without first vetting the potential customer.
e. Capacity to “neutralize” the purchaser’s thoughts: The master salesperson is aware that until the potential customer’s thinking has been neutralized and made receptive, no sales can be made. Only when the buyer’s mind has been opened and made ready to serve as a backdrop or foundation for the sales pitch can the master salesperson begin to engage in actual sales.
f. Capacity to close a deal: Super salespeople are experts at closing deals and have trained themselves to recognize the perfect psychological juncture. They hardly ever inquire as to whether the potential customer is prepared to make a transaction. The great masters just assume that the customer is prepared to make a purchase. They make the best use of suggestion in this instance.
Lastly, the details and information mentioned above are all the qualities which a master salesperson should possess. And following these would not only make an individual a master salesperson, but achieve certain heights which they never thought could be achieved in selling.
