Find out what are the qualities and techniques of a good seller!
There are a number of features and mastery of certain techniques for those who want to become a good salesperson. In addition, the qualities of a good salesperson are many, which we’ll introduce below, along with a roadmap of sales techniques that can make you an even better salesperson.
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Today, sellers have become a real competitive advantage for companies. No wonder that some are disputed in the market. When well prepared and qualified, they can really make a difference when closing a sale. Stay tuned for our tips and further improve your knowledge of how to be a good salesperson:
- Be ready
- confirm what you found
- Be strategic when submitting proposals
- Trade with security and flexibility
- Close the deal at the right timing
- Create a Customer Engagement
A good salesperson needs to have several qualities
Qualities of the good seller
- Technical knowledge of the products and services you sell
- Knowledge of the markets it serves
- marketing knowledge
- Knowledge of sales techniques
- know how to negotiate
- Excellent ability to communicate
- Character and honesty
- desire to win
- proper posture
- Good mood
These are just a few… Being a quality salesperson requires a lot of skills and abilities!
How to be a good salesperson in 6 steps
When going out into the field and visiting the client with the objective of closing a deal, a good salesperson must follow 6 steps that greatly increase their possibility of leaving the meeting with a “yes” from the client.
The good seller never stops evolving in his career
1. be prepared
Gather as much information as possible about the company and the buyer. About the company, it is usually easier to find. See the website, for example. It is very important to be aware of the company’s situation in the market and its bargaining power.
In addition, anticipate the meeting and already check possible solutions that your company can offer to another, bringing alternatives, prices, financing conditions and as much data as you can carry to avoid having to consult someone and having to reschedule the meeting for not be prepared.
Also get to know the person you are going to talk to. Your style of negotiation, your way of being, your personal preferences, position in the company, family relationships, economic level, etc.
This data can not only help prepare your pitch and sales pitch, but also generate good conversation hooks, building empathy and promoting rapport. If you don’t know the buyer in person from other occasions, search on social media or try to find information with colleagues.
2. Confirm what you found
Okay, you’ve come face-to-face with your client and are trying to break the ice with some of the information you’ve gathered. It’s time to poll the customer to make sure the information they’ve collected is correct.
Always ask if you can ask some questions and, likewise, if you can take notes. Your goal is to detect what the real needs of the customer. Ask lots of questions! You can’t be a good salesperson without asking questions. Use the SPIN selling question technique:
- S situation: questions to understand the purchase context, details and the company’s timing.
- P ROBLEM: questions to understand “the pain” of the customer and thus show that wants to help you resolve the situation.
- I implication: Questions to understand the implications and complications if the issue is not resolved.
- N solution eyed: questions that will make the comparator understand how your solution can solve his problem.
3. be strategic when submitting proposals
A delicate but necessary phase. Armed with everything you researched, try to present solutions that meet the customer’s wishes. As you hear “yes” or “no”, reformulate your proposals, look for alternatives, but always without deviating from your goals.
It is important to use objective language and show the value to the customer of each solution alternative presented. At certain times, wait for his counterproposal. Be careful not to give in where you cannot. That’s why your initial preparation is so important: to always have the conditions possible or not possible to accept in a proposal at the tip of your tongue!
Golden Tip: Want to make step three on the list of how to be a great salesperson simpler? Then download our free and exclusive content with a template for your business presentations!
4. Trade securely and flexibly
Every good salesperson knows: negotiation is an obstacle race, and whoever knows how to exchange concessions wins. Once you more or less understand the path the proposal is going to take, it’s time to work out the final details. One of the qualities of a good salesperson is patience… Don’t get flustered. Here are some tips:
- Keep your goal in focus
- Don’t accept concessions without arguing
- Demand compensation on each grant
- Do not reject the other party’s request out of hand.
- Don’t interrupt each other’s speech
- Take a deep breath and wait a while to reject a grant request
- show alternative paths
- Find out how much that concession is worth to the other party and ask for something of the same value to you in return.
There’s no way to become a good salesperson without studying! Supplement your knowledge of the topic with our article on The 5 Rules of the Art of Trading You Need to Know.
5. Close the deal at the right timing
Well, by now most of the conditions of the sale should already be in the minds of both of you, both the customer and the seller. It’s time to try to move towards closure. Summarize everything you’ve discussed, make clear the concessions you’ve made for him, emphasize all the benefits he’ll have, and then ask: – Do these conditions meet your expectations?
If he’s still a little reluctant, show him the negative consequences for him if he doesn’t make up his mind soon. Also, save a small final concession to try to close the sale.
Once the sale is closed, make a commitment and define the next steps
6. Create a Customer Engagement
Everything set? Is that so? Done deal?
It’s time to formalize everything that has been decided, preferably in writing if possible. Plan the next steps such as sending contracts, invoices, documents and any other measures that are necessary so that what was decided there is not changed in the future.
Understanding how to be a good salesperson requires an open mind for constant learning. So, remember that your team, leadership, and especially your customers are valuable sources of tips on how to be a great salesperson.