What Makes a Great Salesperson?

Playing my favorite sport by the water keeps me happy and stress-free.

With the numerous options of articles, videos, podcasts, books, and creative tutorials out there on how to train salespeople to be great at selling, how does one even know where to begin?

In my opinion, everything that we do daily is selling. When we inspire someone to join our favorite charity or eat at our favorite restaurant or try something new with us, we are selling. If a banker convinces us to change to another type of account, that is selling. If someone asks us out on a date, that is selling. If a mother can convince her child to go to bed early so that the child will not get tired in the morning, that is selling. I hope you get the idea of what I am trying to convey.

To me, the meaning of selling is to engage, to intrigue, to persuade, to seduce, to entice, to enroll, and so on. Selling does not always have to be in exchange for a material thing or for money. For example, if you encourage someone to take action on your idea to improve their work or personal life, that is selling.  I feel like I have been selling my whole life. Always engaging and enrolling or inspiring, and motivating someone somewhere to try something that I am excited about at the moment.

In order to thrive as a salesperson, there are certain qualities I think a good salesperson must possess. Can those be taught and trained? I am not sure. Why don’t you read on to see what I have to say and then make that decision for yourself and your team?

Passion: I have seen many people in a sales position because it is a job, and not for the love of the product or the service offerings they are trying to sell. So much of sales is about sharing and communicating your enthusiasm and excitement about what you are selling. If you are not passionate about it, how can your potential customers be feeling the same? A great salesperson is genuinely and enthusiastically interested in what they are selling. And most often, you can see that in their body language, their positive facial expressions, and their upbeat tone of voice, too!

Knowledge: Study your products and services and know them well so that you can help fulfill the needs, desires, and respond to your customer questions promptly with well-informed and accurate data. Be the living example of it. Instead of spending time keeping track of what your competitors are doing, spend time giving your customers a unique, exclusive experience with you.

Honesty: A good salesperson is honest. Potential clients are watching and listening to you very intently, and can sense if a person is sincere or not. When you are honest and maintain integrity in your promises and delivery to your customers, you will build trust with them. And trust is the most important element in keeping any relationship strong.

Asking and Listening: When you are attentive to your customers’ wants and needs, you ask them specific questions about what they are looking for, their thoughts and concerns about the products and services, and then repeat their responses back to them to ensure them you have heard them correctly.  This is called active listening. The best sales experiences happen when your client feels that you know exactly what they want and need because you have done your homework of asking and listening. Soon, you will become a trusted adviser to the customer and transactions in the future will be simple and easy.

Detail Oriented: It’s the little things that matter. A great salesperson is very detail oriented. Their actions are fully thought out and performed with precision.  They know that every step they take and every little thing they do will be used by the potential customer to measure the worth of their brand or product in order to make the purchasing decision.

Polished and Positive: Finally, a polished image and a positive attitude are the key ingredients to get you in the door. It is always better to be overdressed than underdressed. When you look your best, you will feel your best. Your confidence and joy will be contagious and everyone around you will want to have what you have. Interestingly, it has been scientifically proven that our mental and emotional well-being skyrocket when we are looking our best. When you are polished from head to toe, your confidence shines through. You are more mentally alert and prepared for what is coming at you, regardless of how sudden or challenging. As they say, you do not have a second chance to make a first impression.

These are my top 6 qualities that a great salesperson must possess. But my #1 quality in a great salesperson is Loving Life. If a person is in love with their life and themselves, they will highly value their time and will only choose jobs that they enjoy and are passionate about. Work will not feel like work if you love what you do and are true to yourself. It will feel like you are living your dream life. And that is moi 99.9%! (smiles)

Being able to walk to the water within minutes from work makes my life even more powerful.

Happy National Honesty Day!

Steven’s books and coaching products are all available at our goddess sanctuary for our clients, too.

I know I am a day late, but happy National Honesty day! This is a day for us to celebrate all those wonderful relationships in our life that we already have straightforward communication with.  And for those relationships that are not there yet, I invite you to reach out to those that you would like to improve your relationship with and ask them, “On a scale from 1-10, how would you rate our relationship when it comes to open and honest communication?” If their answer is not a 10, ask them, “What would it take to make it a 10?” 

In my opinion, every day should be a day where we practice and model the behavior we seek in others when it comes to open and honest communication. Take a few minutes and watch the video below from one of my favorite titan clients, mentor, and dear friend who is the top honesty expert in the world.

Join me in spreading this message and encouraging all those around us to embrace living a life full of truth, self-expression, integrity, and honesty. You may have heard “Do unto others as you would have them do unto you,” which is really another way of explaining the “law of reflection.”  What this means is that when seeking open, honest communication in others, we have to make sure that we are setting that standard for ourselves. So let’s begin, shall we?

Are You Going Above and Beyond at Work?

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I love having employees who are always open to learning and personal growth.

Over the past two decades, I have mentored hundreds, if not thousands of young professionals and often get the same question, “Why am I not getting a raise or promotion at work?”  And I usually tell them that simply showing up and doing no more than what is expected is the main reason why they are not being promoted.  If you want to move up in your career and professional life, giving an average performance will never result in accolades and high praise. Only those that give outstanding performances at work will get the desired rewards and recognition. Coming from my position as an employer and a client to a vendor, if you have to ask for a promotion or more money from me, that means I think you are doing a good or average job, not AMAZING. I don’t need reminders to acknowledge or recognize someone when I observe the value that they are contributing to my business and clients.

What do I mean by outstanding performances? Years ago, I hired a college intern and told her that since she had never worked before, it would be a non-paid internship, and she would be on a probation period for 90 days. After 90 days, I would re-evaluate the situation based on her performance and decide whether to keep her on or let her go. Can you take a guess what happened? Within 30 days, I was so impressed with her strong work ethic, professional attitude and eagerness to learn, and how receptive she was to constructive feedback that I offered her a part-time position and paid her the same amount as I would someone who already had years of work experience.

Here are a few of the many reasons why I did that:

  1. Proactive Honesty – She shared ideas and suggestions, and was not afraid to speak up if something was bothering her instead of waiting for me to ask.
  2. Punctuality – Even though she was not getting paid for the internship, she showed up at work every time, usually early or right on time, and she always stayed later than expected to learn and prepare herself for the next time she came in to work. (Reminded me of myself when I was younger.)
  3. Polished and Professional Attitude – Her manners and communication style were formal and polished. I never worried about her making me look bad when communicating with clients in person or virtually.
  4. Integrity – She was a very reliable and ethical employee. For someone young, she kept her word once she gave it.
  5. Strong Work Ethic – She worked hard to solve problems and get things done and never once showed any sense of entitlement.
  6. Attention to Details – She was fast but efficient, and I rarely had to correct mistakes.
  7. Coaching and Feedback – She appreciated constructive feedback and was open to opportunities for growth and further learning to improve her skills.
  8. Grounded Energy – She was grounded, unemotional, and sure of herself. This made it a great fit working for me given that I am a passionate, expressive, creative and emotional entrepreneur with a thousand ideas every day. So she balanced me.
  9. Good Listener – Not only was she present at all times, but she was a good listener, and I rarely had to remind her on anything or repeat myself when giving a project for her to work on.
  10. Success-Driven – She was competitive, smart, and results-oriented. While others at work would spend time chit chatting with each other during breaks, she on the other hand would be reading something new and interesting to develop her skills further, or would be catching up on current events to keep up to date. Also, if I suggested a book or introduced something new, she embraced it with excitement and took initiative to explore more.
  11. Accountability – She took ownership of her job and responsibilities and had no problem saying sorry or admitting when she was wrong about something.

There are so many other reasons why I promoted this young intern, but the most important reason for me was that she always had an attitude of gratitude. I loved that she said “thank you,” instead of thanks, and always used the word “please.” Even when working under tight deadlines that were stressful, not once did I hear a complaint about the long hours. I remember complimenting her often and she would share with me about how her parents raised her. And it made a lot of sense. I got my very first job at the Fairfax City Chamber of Commerce as an office clerk at age 14, and my parents advised me to respect my superior, be grateful that I had a job, and always give more than expected. Kudos to her parents for their similarly wise guidance.

So when I hire people to work for me, employee or subcontractors, I usually pay attention to the above in addition to their being service-oriented and problem-solvers with basic common sense. 🙂

I have very high expectations for myself to always do my best and move forward in my life. Working with others that think like me makes it so much easier.

Do you know people who have been in the same job and position in their company for a long time and wonder why they are not being promoted? Perhaps share this post with them. 🙂