Discover the top ten essential qualities of sales professionals in this portion from an interview with Dale Beaumont and Wayne Berry.
In 1979, Wayne founded Wayne Berry Associates, a sales training company, which became one of Australia’s leading seminar promoters bringing some of the world’s most famous speakers to Australia, New Zealand and South-East Asia, including James Rohn, Earl Nightingale, Dr Denis Waitley, Brian Tracy and many others.
What do you think are the essential qualities or attributes of successful sales professionals?
I train salespeople and sales managers across the world, but particularly in Australia, New Zealand and South-East Asia. I have studied salespeople on so many continents and I know what skills and attributes all top sales performers possess. I now teach salespeople how to develop these skills and attitudes and I see how possessing them can turn an average salesperson into an extraordinary salesperson. I relieve there are ten essential qualities or attributes that successful sales professionals possess.
- Positive Mental Attitude (PMA) – they all possess a very positive mental attitude that sustains them when the going gets tough and allows them to do what they know they should do every day to succeed.
- Good product and industry knowledge – they know everything there is to know about their product and the industry.
- Prospecting skills – they can make their own luck and not wait for the telephone to ring.
- Consultative selling skills – they have the ability to be consultative; they ask questions that identify a prospect’s needs and are then able to fulfil those needs through the benefits of their product or service.
- Presentation skills – they have the ability to sell persuasively, but with integrity and connect the benefits with the prospect’s needs. (That’s the real key to a powerful sales presentation.)
- Closing skills – they have the ability to gain commitment from a prospect. Now I don’t mean those old-fashioned pushy techniques taught mostly by American sales trainers of the 70s, 80s and 90s. I mean assisting prospects to see that going ahead is the best option for them.
- Objection handling skills – they have the ability to handle rejections and objections. The real skill is getting past excuses and getting to the real objection and then answering it.
- Negotiating skills – they understand that negotiating occurs every day and develop this skill completely.
- Follow through – they follow through to get the order and then continue to show genuine care after the sale is made. This often results in referrals and strong relationships.
- Personal management systems – they concentrate on time management skills, goal setting, game planning, database management and so forth. These skills allow a salesperson to maximise their time and work more effectively to achieve their personal and professional goals.
For more of this information check out Dale Beaumont’s “Secrets of Top Sales Professionals Exposed!“.