This short presentation outlines the ket characteristics which differentiate the successful salesperson or sales professional.

1. Sales Training
Key Characteristics of great salespeople
André Delicata
http://andredelicata.biz/

2. Become an expert in your field
• You need to know your product inside out.
• No-one will place his or her trust in a person
who does not know exactly what he/she is
speaking about.
• Customers need to know that you are in a
position to understand their needs and to
identify the correct solution for them.

3. Creates Rapport
• This does not mean becoming chummy or buddies.
You need to remain 100% professional.
• However there is always a personal element to sales,
even if it’s online or a LiveChat.
• Keep good notes throughout the sales process, and
at each contact agree with the Customer on the next
step.
• Seek a common goal – to identify the correct
solution for the Customer in question.

4. Ask the right questions
in the right way
• Ask meaningful questions.
• Try to understand the Customer’s needs.
• Always ensure that you have understood
correctly. “So, if I am understanding correctly
what you are looking for is……….”.
• Never ask questions which serve no purpose.
• Do not ask too many questions.

5. Answer using the Customer’s thinking and
communication styles
• Remember HBDI (thinking styles).
• Use the right selling tools at the right time
(brochures, etc.).
• In all the stages of the sales, keep in mind the
Customer’s objectives.

6. Close!!
• You need to close!!!
• Ask the Customer what he/she thinks of the
solution, and ask if you would like to book
him/her in.
• If not, ask “What is missing from the offer to
see if we can come up with a better solution
to your needs?”.
• Handle the objection and try to close again.

7. Close!!
• You need to close!!!
• Ask the Customer what he/she thinks of the
solution, and ask if you would like to book
him/her in.
• If not, ask “What is missing from the offer to
see if we can come up with a better solution
to your needs?”.
• Handle the objection and try to close again.