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Traits Successful Sales People

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Selling more in less time with less rejection and disappointment

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Traits Successful Sales People

  1. 1. Traits - Successful Sales People Selling more in less time with less rejection and disappointment. Anand Subramaniam
  2. 2. <ul><li>“ The successful person makes a habit of doing what the failing person doesn't like to do .” </li></ul><ul><ul><li>- Thomas Edison </li></ul></ul>
  3. 3. Traits of Effective Sales People Attitude Record Keeping Time Manage-ment Prospecting Objection & Close Sales Presentation Traits After Sales
  4. 4. Attitude <ul><li>Integrity </li></ul><ul><li>Focused </li></ul><ul><li>Delegates </li></ul><ul><li>Organised </li></ul><ul><li>Not quitting </li></ul><ul><li>Sense of gratitude </li></ul><ul><li>Learns continuously </li></ul><ul><li>No egos </li></ul><ul><li>Patience </li></ul><ul><li>Optimistic </li></ul><ul><li>Honest intent </li></ul><ul><li>High self-esteem </li></ul><ul><li>Believes in-self </li></ul><ul><li>Manages expectations </li></ul>
  5. 5. Prospecting <ul><li>Builds trust early </li></ul><ul><li>Routinely networks </li></ul><ul><li>Sells at the right Level </li></ul><ul><li>Not afraid of rejection </li></ul><ul><li>In touch with past clients </li></ul><ul><li>Understands buying process </li></ul><ul><li>Build psychological debt </li></ul><ul><li>Talks less </li></ul><ul><li>Asks questions </li></ul><ul><li>Asks for referrals </li></ul><ul><li>Becomes a resource </li></ul><ul><li>Competitor knowledge </li></ul><ul><li>Defines prospect profile </li></ul><ul><li>Gets to the decision-maker </li></ul>
  6. 6. Sales Presentation <ul><li>Listening </li></ul><ul><li>Value based selling </li></ul><ul><li>Concise statements </li></ul><ul><li>Create a sense of urgency </li></ul><ul><li>Excellent vocabulary </li></ul><ul><li>Relate to the prospect </li></ul><ul><li>Tailored presentations </li></ul><ul><li>Sell on customer benefits </li></ul>
  7. 7. Objections & Close <ul><li>Asks for the business </li></ul><ul><li>Disarms objections early </li></ul><ul><li>Not fearing sales objections </li></ul><ul><li>Well defined closing strategy </li></ul><ul><li>Not advertising concessions </li></ul><ul><li>Well defined lost-sale strategy </li></ul>
  8. 8. Time Management <ul><li>Focus </li></ul><ul><li>Uses time wisely </li></ul><ul><li>Well prepared to sell </li></ul><ul><li>Realistic at sales forecasts </li></ul><ul><li>Uses technology as an enabler </li></ul><ul><li>Spends less time on poor prospects </li></ul>
  9. 9. Record Keeping <ul><li>Evaluates results </li></ul><ul><li>Improves every day </li></ul><ul><li>Establishes benchmarks </li></ul><ul><li>Maintains excellent records </li></ul>
  10. 10. After Sales <ul><li>Understands trends </li></ul><ul><li>Effective at follow-up process </li></ul>
  11. 11. <ul><li>“ I'd rather attempt to do something great and fail than to attempt to do nothing and succeed .” </li></ul><ul><ul><li>- Robert H. Schuller </li></ul></ul>
  12. 12. <ul><li>Good Luck </li></ul><ul><li>http://www.linkedin.com/in/anandsubramaniam </li></ul>

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