Qualities Of A Successful Salesperson

A good salesperson is a combination of a lawyer, a psychologist, a coach, an accountant, an entertainer and a good friend. Charm is important, but it’s not even close to being enough. A good salesperson has to have the goods, as well as the personality. A salesperson:

• Speaks clearly and precisely at all times, particularly during a selling interview.

• Answers typical buyer objections before they come up.

• Plans sales calls in advance and makes a sales plan for each day.

• Decides ahead of time what to sell to the buyer.

• Asks good, probing questions.

• Is always honest in the approach to selling.

• Uses sales aids while selling. Involves all of the buyers’ senses: hearing, sight, smell, touch and taste.

• Sells the concept that the catering will never embarrass the buyer in front of friends, family or coworkers.

• Takes the risk out of buying when possible.

• Uses time properly. Isn’t afraid to stop a “going nowhere” selling presentation to move on to a better prospect.

• Listens to the meaning of what the buyer is saying, not just the words.

• Acts professional at all times.

• Never apologizes for the price; explains what the price guarantees for the buyer.

• If the sale is missed, understands why and doesn’t take it personally.

• Is in constant search of competitor data.

• Is ready to sell 24 hours a day.

• Isn’t afraid of making mistakes or trying new selling techniques.

Consider discussing these qualities openly with your staff at meetings.