I’ve often wondered if top salespeople share common characteristics that could lift others who are striving to be more successful.
When it comes to business questions like that, researching the Harvard Business School usually turns up some answers. And sure enough, Harvard has studied the attributes of highly successful salespeople that could boost the selling success of others. Here are some of the major attributes — see how you stack up.
Top salespeople:
• Accept responsibility for their results They never blame the economy, the competition or their company’s products and policies for failing to close sales. Rather, the worse things are, the harder they studied and worked to turn negatives to their advantage, while the “average” salesperson usually just accepted defeat.
• Display above-average ambition Their desire to succeed is obvious. It’s reflected in how they establish their priorities, how they spend their time on and off the job, and with whom they hang around. Winners always seek the company of winners.
• Don’t take “no” personally They never feel like failures. They always exhibit high levels of confidence and self-esteem so that, although they may be disappointed they didn’t close a deal, they are not burdened by it. They already see the next sale.
• Are strong on empathy They’ve developed an ability to put themselves in the customer or prospect’s moccasins. It actually becomes a habit. They take time to understand the prospect’s needs and concerns and, only then, offer positive responses.
• Have above-average willpower and determination Whether talking about salespeople or high achievers in any pursuit, they’ll all exhibit extraordinary self-discipline. No matter how tempting it might be to throw in the towel on a possible sale, they persist toward the goal. It’s key.
• Passionately goal-oriented Highly successful salespeople always know what they’re going after and exactly how close they are to achieving it. Seeing the goal also keeps distractions from getting them side-tracked into time and efforts that don’t contribute to reaching the goal.
• Are impeccably honest This may be the most important attribute of all. Studies of top salespeople reveal they are always honest with themselves and their customers. They’re steadfast in their refusal to fudge facts and, as a result, gain an ongoing trust of their customers. That trust results in repeat and even increased business as those customers sing praises to more prospects.
How many of these attributes do you exhibit, and what might you work on to boost your success rate?
Selling is an exciting profession because the opportunities to make money and excel are as much a matter of self-control, focus and consistency as anything else that impacts the sales picture.
