The most important department in every dealership is sales. After all, nothing else happens until a sale is made. And these days, as the closing process again requires some extra effort, it’s timely to ask what makes a top salesperson.
Do top salespeople share common characteristics — things that could be embraced by others striving to be more successful? The answer is yes.
When it comes to a business question like that, I turn to research by the Harvard Business School. Harvard did a study looking for attributes in highly successful salespeople that, if adopted, could boost one’s selling success. Here are seven major attributes. See how you stack up.
1. Accept total responsibility for results They never blame the economy, the competition or their company’s products and policies for failing to close sales. Rather, the worse things were, the harder they studied and worked to turn negatives to their advantage.
2. Display above average ambition A 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. Winners always seek the company of winners.
3. Never 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 never allow themselves to be burdened by it. They look forward and already see the next sale opportunity.
4. Strong on empathy They’ve worked on and developed an ability to put themselves in the customer or prospect’s deck shoes. It actually becomes a habit. They take time to understand the prospect’s concerns, needs and, most important, their expectations. Only then does the winning salesperson imaginatively and enthusiastically offer positive responses and solutions.
5. Above average will power and determination Whether we’re talking about salespeople or high achievers in any pursuit, they all exhibit extraordinary self-discipline. No matter how tempting it might be to give up on a prospect or throw in the towel on a possible sale, they persist toward the goal.
6. Passionately goal-oriented Highly successful salespeople always know what they’re going after and know 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.
7. Impeccably honest 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 the trust of their customers. That trust results in repeat and increased business as those customers sing praises to more prospects.
If you’re in sales, how many of these attributes do you exhibit? What might you work on that will boost your success rate?
Good salespeople know selling is an exciting profession. It boasts opportunities to excel and make money. And it’s not magic. More than anything else, it’s a matter of self-mastery and a focus on success.
