Making the most of innate talents while also developing those gifts in a way that earns the trust of potential clients is the key to becoming a great salesperson. While there are many different perspectives on what makes a great salesman or saleswoman, there are a few universal characteristics that can be applied to almost any situation. Honesty, integrity, working knowledge of the products sold, and the ability to communicate with potential and current clients in a way that makes closing the sale simple are just a few of these characteristics.
Any good salesperson will choose to be honest and open with their customers. This entails avoiding situations where promises are made that can’t be kept. Nothing ruins a relationship like promising to provide a good or service and then failing to do so. Great salespeople take pride in not misleading clients about what can and cannot be done with a product, and will go out of their way to find an alternative solution if unforeseeable events make access to that product impossible after that commitment has been made.
A working knowledge of the goods or services sold is required to be a truly great salesperson. While the salesperson does not need to be an expert in all aspects of the product, his or her knowledge must include the product’s practicalities, particularly in terms of potential client use. A car salesperson, for example, does not need to know how to repair an engine, but should be familiar enough with the makes and models on the lot to assist potential buyers in identifying the vehicles that appear to be a good fit for their needs.
To be a successful salesperson, you must be able to communicate effectively. People who are successful in sales use all of their senses when interacting with a client because communication involves both the ability to listen and the ability to respond in a clear, concise manner. This entails not only listening to the words spoken, but also noting facial expressions, inflections, and body language. In order to assist a customer in making the right type of purchase, a great salesperson is not afraid to ask clarifying questions and listen carefully to the responses. Without this ability to effectively interact with clients, the chances of making a sale and gaining repeat business from that client are greatly reduced.