Salespeople should be competitive in nature. Just as athletes strive for the winning goal, salespeople compete for customers. Like most jobs there is a certain set of skills or criteria that makes one person more successful at a job than another, sales is no different. There are tons of traits and skills that make sales people good that are acquires in most selling skills courses. But here are three foundations that an aspiring great salesperson shouldn’t miss.
- Analysis. Analysis is critical because sales is about problem solving. Problem solving requires the ability to take in lots of information, assess, filter, and craft perspectives, understandings, hypotheses, and assumptions. Great sales people must be able to assess what is happening in an account, understand the motives of the buyers, identify unseen opportunities, avoid pitfalls, and more. All of this requires strong analytical skills.
- Creative. Solutions to the problem have to be created and this is where creativity comes in. When given the same information most people will come to the same conclusions and offer similar solutions. The creative sales person offers different solutions others don’t see. They fix problems with creative, outside the box, solutions that bring added-value. Creative sales people who attend outstanding selling skills courses in Dubai differentiate themselves based on their solutions, approaches, and execution. They bring more benefit and value. Without creativity fewer doors are opened, less opportunities are found, problems linger longer, the competition is better positioned and selling is harder.
- Determination. At the end of the day sales is hard. There will be a time you might want to quit. Selling will push you to give up. It will challenge your confidence, your sense of self, your stamina, and your will. You will feel it’s hopeless and at that’s where determination kicks in. The best sales people don’t quit and don’t give up. The best sales people are driven by the challenge, the unconquerable and the thrill of doing things others couldn’t. In sales there is no success without drive, without the determination to get to the top of the mountain, finishing the marathon, getting the last rep done.
Without these three traits nothing else matters. It doesn’t matter how well you listen, if you can’t do anything with what you heard. It doesn’t matter how engaging you are if you have nothing creative to offer once you’ve engaged the client. It doesn’t matter how honest and trusting you’re clients see you if you quit because they don’t buy anything in the first three months. It doesn’t matter how well you can communicate if there is no substance to the communication.