Major Characteristics of Salespeople

1. APPARIO PTE LTD 2013 www.appario.net / www.facebook.com/appario
By Lars Culmann - the sales & advisory specialist
Major Characteristics of Salespeople
ABOUT US
THAT’S US
appario Pte - Ltd - corporate
trainers with a strong focus
on client-centric sales &
advisory training
CORE COMPETENCES
Sales & Advisory Training,
Presentation Skills, Social
Media - more than twenty
years of experience
LOCATION &
CONTACT
Singapore - we offer all
training globally in both
English & German
Tel.: +65 9772 1044
lars.culmann@appario.net
OUR MISSION
“We believe in strong
customer focus in
combination with a
structured step-by-step
approach” - everybody can
become a sales-professional!
APPARIO NEWSLETTER - KEEP IT SHORT & SIMPLE!
JUL 2013
There is no such thing as “right” or “wrong” in sales.
Nevertheless, most successful salespeople’s
behavior is characterized by the following strengths:
1. “CONFIDENCE”: Confidence helps salespeople to focus on
closing a deal - great “performers” know that they are experts in
their field and that they are prepared to get a commitment.They
know that they can handle each situation and each client.
2. “ATTENTIVE”: Back to my favorite,“listen to the client”!
Good salespeople are also good listeners - they are able to pull
additional and important information for their sales pitch.This is a
win-win situation since the client gets what he wants and the
sales person can close the deal.
3. “RELENTLESS”: Successful people, not just in sales, don’t give
up too early - not every deal can be closed at the very first
moment. A client needs time to understand the benefits, to
reflect on the price and, very important, if he likes you.
4. “EMPATHY”: It is extremely important to understand what a
client wants, thinks, likes and does not like. So front office people
have to have the talent to realize this - you can also call this social
skills.
5. “DILIGENCE”: Even a not “gifted” salesperson can achieve
most goals when he works hard - some very successful
salespeople are “just” extremely hard workers.
Cheers,
Lars Culmann - the sales & advisory specialist