Top performing sales people stand out from their average performing peers and colleagues. Alongside the use of sales tracking tools, sales people exhibit several different characteristics.

Check out some characteristics top performing sales people should exhibit.

Top performing sales people set big goals.

These are people who don’t wait for their boss or company to establish sales goals and quotas. They take a proactive approach and set big, challenging goals. They make sure their goals are specific, motivational, achievable yet challenging, relevant to their personal situation, and time-framed. They visualize their target, determine how they will achieve their goal, and take daily action to achieve those goals.

Top performers ask high-value questions.

The best sales people ask lots of questions in order for him/her to fully understand their customer’s situation and buying needs. They know that the most effective way to present their product or service is to identify their customer’s goals, objectives, concerns and hesitations and they know that the only way to achieve this is to ask tough, penetrating questions that make their prospect think.

Top sales people are enthusiastic.

They are always in a positive mood, even during difficult times, and their enthusiasm is contagious. They seldom talk poorly of the company or the business. Whenever they are faced with unpleasant or negative situations, they choose to focus on the positive elements instead of allowing themselves to be dragged down.

Top sellers are hard workers.

Top sales people are assertive in getting new business and they go after it. They often start work earlier than their colleagues, spend less time on social chit-chat and work later than everyone else. They make more calls, prospect more consistently, talk to more people, and give more sales presentations than their coworkers.

Top performers are persistent.

Obstacles loom in front of us on a regular basis. But it’s what you do when faced with these barriers that will determine you level of success. The most successful sales people in any industry tackle the obstacles that get in their way. They always look for new solutions to these problems. They are tenacious and they refuse to give up.

Top sales people are great listeners.

Contrary to popular belief, telling is not actually selling. Top performers know that customers will tell them everything they need to know if given the right opportunity. They have learned that silence is golden. Compare that to the average sales person who asks a question then gives their customer the answer or continues to talk afterwards instead of waiting for the other person’s response.

Top sales people demonstrate the value of their product or service.

Top sales people know that a well-informed buyer will usually base much of his/her decision on the value proposition presented by the sales person. They know how to create this value with each customer, prospect, or buyer they encounter. Too many sales people think that price is the only motivating buying factor. Top sales people recognize that price is a factor in every sale, but they also know that it is seldom the primary reason someone makes their decision.

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This entry was posted by Staff Writer on Saturday, October 1, 2016 at 6:16:52 AM and is filed under Small-Medium Business.

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