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.

Attitude + Actions = Attraction: How to be Great in Sales!


Style Goddess Julianne is loving the dress and hat from our Mexican Resort Collection

When it comes to achieving success in anything that you do, your attitude determines your action, and that results in attracting your ideal scene.

I am athletic, but not an athlete.  In my opinion, though, when it comes to sports, the thing that separates good players from great players is their mental attitude. This makes a difference in winning and losing. If the mind is strong and believes that losing is not an option, then the player can achieve anything.

When it comes to business, talk to any top sales consultant about what their secret to success is and they will share with you that it starts with their mindset and mental attitude. Great sales consultants love what they do, love the products and services they sell, love the companies that the work for, and of course, are passionate about the clientele that they sell to.  They also take personal responsibility for their successes while not allowing failure and rejection to ruin their attitude or get in the way of their actions.

Below are four simple attitude rules that great sales consultants live by, compliments of Steven Gaffney Company:

  1. No one can choose your attitude for you. If you are waiting for someone else to come along and motivate you, then you are letting your circumstances take control of your thoughts. Only you can motivate yourself to have a better attitude–and in trying times, only with a better attitude will you be able to improve your circumstances. No matter the extraordinary sales techniques you learn during your career, they will fail you if you don’t believe in yourself and are aware of your mental attitude.
  2. Your attitude determines how others perceive you. How often have you thought, just from observing them, that someone had a bad attitude? Like it or not, between 65 and 90 percent of all conversations are interpreted through non-verbal communication, including facial expressions, physiology, body language or positioning, and tone of voice. Your prospects are more likely to react to those visual cues than by what you have to say. That’s why, as salespeople, we have to ensure that our body language communicates a positive, confident attitude.
  3. The people around you are a direct mirror of your attitude. It’s amazing how individuals who consistently display a poor attitude are the same who expect their family, co-workers, friends, or employees to remain upbeat. Remember: who you are is who you attract. Think of it as the law of human magnetism.
  4. Maintaining a good attitude is easier than regaining one that’s lost. If you already have a good attitude, great! Do everything you can to maintain it. On the other hand, if you have difficulty expecting the best from yourself and others, don’t give up. Look again at item #1 on this list–only you can choose your attitude, so it’s up to you to be aware of it and change it or manage it.

So remember, whether it be your work or your personal life, be aware of your attitude, take actions that will help you attract success.