Good Sales People are Hard to Find
Posted on Dec 7, 2011 in Marketing/Sales/Advertising
“Good Sales People are Hard to Find.” I’ve heard this comment recently through several conversations with potential clients, and I started wondering why this is. I’ve been in sales for over 10 years now, and I’ve been successful in this field. Why is this? I have a few thoughts on what makes a good sales person.
Listening. In order to build business relationships, you have to listen to what clients are trying to achieve.
Understanding. You have to understand and find value in your product. If you don’t believe in it then how are you going to convince others to believe in it?
Flexibility. You have to be willing to work within budget and time constraints often modifying your process, product or service. You have to be flexible.
Attention to detail. You will have million-dollar clients and hundred-dollar clients. Each one receives the same attention to detail from initial contact all the way through to the final product. This is the best way to practice business because happy clients help generate new clients.
Be genuine. If you have a personality for sales, then you’ll be successful at it. But don’t try to create a sales persona. People will see right through it.
Effectively communicate. If you have the gift of gab, that helps; but you also have to know your product or service inside and out and be able to talk about it in a way that people understand what it is you have to offer them.
Create opportunity. I always approach sales as offering an opportunity whether it is for face-to-face sales through a tradeshow, recognition through a sponsorship, or exposure through advertising each of these presents a client with an opportunity to reach a larger audience.
I certainly didn’t set out to have a career in sales, but I enjoy getting to know people, building a friendship with them, problem solving to see how I can help them, and ultimately delivering a product that will give them an opportunity to grow their business.
— Chellie Thompson, Cofounder, Monarch Media & Consulting, Inc.