Characteristics Of A Great Sales Rep
May 6, 2007 Personal Development
Life as a sales rep.
One day you’re in the outhouse the next you’re in the penthouse. And there-in lies the answer as to why most people cannot handle a lifetime of selling.
If you have ever tried to sell something, you know exactly what I am talking about. Sales is a “What have you done for me lately” job that will test you each and every day.
Have you ever gone out to a car dealership and said “I am going to the car dealership to be sold a new car?
No, you say “I’m going to go buy a new car.”
There’s a big difference.
The best sales reps make you feel like you are in control of the situation and that it was your due diligence and above average intellect that allowed you to be so smart as to choose their product.
Great sales reps have done their homework on the product they are selling and can handle any objection comfortably. Like a good attorney, they know the answer to a question before they ask it.
A great sales rep is less likely to be in an adversarial role with a prospect because they can anticipate what the next objection is and are prepared with the right answer.
Great sales reps don’t let the client have the upper hand. There’s a difference between showing respect to your potential client and letting them take charge of the situation.
It’s o.k. to let the client vent about this or that and tell you all the research they have done on you and your competition. But when the rubber meets the road, great sales reps don’t apologize for their product or subsequent price of the product.
Great sale reps stop just shy of congratulating the client that they have an opportunity to work with the best in the business.
Are you a great sales rep or just a good sales rep?
The leap from good rep to great is not as much as you think.
A good sales rep will get the job done most of the time but will make excuses why the big one got away.
The great sales rep will go hunting for Moby Dick in a row boat and bring the tartar sauce with them, that’s how confident they are in their ability to close the deal.
They are prepared.
When preparation and opportunity meet, that’s when great sales are made.