You can have the greatest company and product in the world, but if the wrong people are representing you to potential customers, it will not matter how wonderful the company or product is. The qualities and attributes of the person that you hire to represent your company establish the first impression for the customers.
You need to ask, who is the person you need to represent your company? What attributes does a sales person need to have to be successful?
On this note, we will be looking at three important qualities that good sales representative needs to posses
1. Confidence
One of the most important qualities in a sales representative is confidence. This is the person who believes in him or herself. They know their own ability and know that they can accomplish any task. This person makes a good first impression. They are poised, self assured and assertive without being over pushy. A confident person is also a resilient person. They do not take rejection personally. Attack your customers with the attitude stated below.
- A firm handshake. Not a body builder crushing hand shakes but a solid steady grip
- Don’t rely on crutch word such as um, uh, or like.
- Makes and keeps eye contact.
2. Relational
This could also be called empathetic. They try to see things from the point of view of the customer. Often thought of as outgoing, they are engaging and personable. They know how to show that they care about the person in front of them, not just making the sale. They are trustworthy and honest. This person is very persuasive and says what they mean. They believe in education over deception. Their ability to connect with other people makes them very credible and influential.
There are particular clues that can indicate that a person is relational.
- They smile, and again, maintain eye contact.
- They show a genuine interest and do not seem rehearsed.
- They listen as much as they speak and they pay attention to the speaker.
3. Focused
This quality is what keeps the person on task. They know what the goal is and they know what they need to do to get it done. They are organized and have a plan of attack. If they encounter a problem, they are prepared and know how to overcome just about any potential issue. They make a point of learning about the product, the company and most importantly, the customers. This person is not easily distracted and stays the course.
Having the right person to represent the company, with the right qualities, can mean greater success for your company.
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