What makes a good salesperson?
Post by Tina Gorenc
Is it your charisma, your positive cheekiness or your intellect?
Are we aware of what our strength is? Are we aware what our most influential personality trait is?
We all use all three of them. We use some more often and without thought and some less, with some effort involved.
When I embarked on this path of self-discovery, I was afraid of what I might find out. Not because I was not aware where I am strong, but to find out where I am not.
My second challenge was how to apply these findings in different sales situations because we deal with different kinds of people throughout different sales stages.
It's so easy to talk to a person with similar preferences!
The conversation seems pleasant; it's swimming in your comfort zone. It seems like you are on the same page. You have the right set of questions, and you get the right set of answers. You UNDERSTAND what is said. And you are the BEST salesperson at this moment.
Until you enter a different sales stage or encounter a different person.
- Charisma helps you a great deal in opening the conversation.
- Positive cheekiness equals perseverance, bringing the process to the final stage.
- Intellect helps you in defining the steps, calculating risks, presenting the rational arguments, and closing.
Nobody is perfect. But we need to be aware of our strengths so we can get the most out of them.
And we need to be aware of the areas where we are not so strong, so we can find a way to mitigate them or find a way around them.
- The easiest path for me was always through TEAMWORK. If you are a charismatic door opener and have a co-worker strong in intellect, take them to a meeting armed with (their) rational arguments. Then you are set and prepared for all sort of situations. And you are still using your strengths.
- But you cannot always rely on others. A bit more of a challenging way is through learning new SKILLS. Not to learn charisma. But you can learn to recognise types of personalities across the table and adapt the communication accordingly.
Use your strengths. It is pure happiness in doing what you are best at. But keep in mind: You grow only when you get out of your comfort zone.
Written by Tina Gorenc
I have spent 16 years in the corporate environment, where lessons are learnt in a heartbeat: How marketing and sales don’t appreciate each other.