Many sellers like to describe themselves as professionals, but what is it that makes a seller a professional?
Professional sellers conduct themselves in such a way that buyers respect and trust them. Professional sellers work with buyers, they don't sell to them.
Many surveys and studies have been conducted asking buyers what traits they value most in sellers. This information is invaluable for those who truly want to be toward the top of the sales profession.
The list below shows the traits buyers say they want to see in sellers. For some sellers, these come very naturally, while for others perhaps it's a constant struggle to exhibit these traits.
Nearly all the traits can be summed up in one word - professional.
Are you a professional?
Traits Buyers Like
Honest. Buyers want sellers to be honest with them. Give your prospects credit for being intelligent people who know that no product or service is without faults. Be forthcoming with those faults and at all other times.
Knowledgeable. Make it a goal to know your products and services - and how they address customer needs - far better than your potential buyers. You should know the industry which you serve better than any of your competitors.
Organized. For meetings with buyers, make sure you have a valid business reason and are properly prepared.
Punctual. Buyers expect sellers to be on time, even if they - the buyers - are not.
Prompt. Return calls and emails the same day whenever possible and always within 24 hours.
Follow-through. Strive to always meet or exceed timeframes in which you've promised to provide information or other items to buyers. Exceed their expectations by providing the information more quickly than the promised timeframe. If you will not be able to meet the promised timeframe, let your buyers know as soon as possible.
Empathetic. Buyers want salespeople who genuinely care about their personal and professional needs and goals.
Traits Buyers Don't Like
While it is critical to understand what traits buyers want to see in sellers, it is just as important to know what traits they don't enjoy. The list below shows what organizational buyers don't want sellers to be:
One word describes most of these traits - unprofessional.
Are you viewed as unprofessional by your buyers? In most situations, they surely won't tell you. What they will tell you is that your price was higher, the other company was a better "fit," or the other guys had a better solution.
Are those your problems, or are you unprofessional?
Unprepared. While you may like to think your buyers' worlds revolve around decisions involving your products and services, most times they do not. Unless they are in purchasing, buyers are paid to perform a specific task or function, not to meet with sales representatives.
Uninformed. In many industries, the bar has been raised significantly on how much buyers know about your products and services. Before a sales call, meeting, or presentation, anticipate the questions you'll be asked - and have the answers and/or information at hand.
Aggressive. While aggressiveness may be touted by many sales experts and managers as a necessary trait for sales, buyers don't like overly aggressive sellers. In many situations, overly aggressive behavior can be construed as desperate, and buyers don't like to purchase from sellers who are desperate for business.
An interrupter. There still may be a few industries where it is appropriate to show up without an appointment, but most professional sellers generate new business by setting appointments. It's funny to read stories where a sales representative "won the business" because he just decided to "show up" and ask to see the CEO.
A talker. This is another sales expert and manager favorite. "You've got to hire people who can tell a good story or joke and develop rapport with customers." That bus left long ago. Selling is much more about asking good questions and listening.
Undependable. Buyers don't like to work with sellers who do not follow through and do what they have committed to doing.
Powerless. Buyers don't like to work with sellers who do not have the power or influence to make decisions on their own. If you consistently go to your superiors or to other departments for approval, buyers will quickly lose respect for you as a seller.
A deflector. This is a seller who deflects the blame for problems that arise to external forces. Buyers don't like sellers who won't accept responsibility for customer satisfaction.
To be a professional salesperson, conduct yourself as a professional. Your buyers will like it when you do - and you'll be more successful.
Robert Reed is a consultant, speaker and president of TrustBuild. TrustBuild offers the Trust Seal Program to identify and differentiate trustworthy sales professionals from traditional competitors. Sealholders are provided with easy-to-use tools and information to help them break through the buyer "trust barrier" to gain a competitive edge and win more sales. Visit TrustBuild.com to learn more about the Trust Seal Program for trustworthy sales professionals.
Seems almost every situation in our lives is centered on... Read More
It's all about relationships!Here is how a popular TV show... Read More
It has been said that a customer makes a decision... Read More
The first 15 seconds of your approach are the most... Read More
One essential criteria of being a successful salesperson is the... Read More
There is a car commercial running were a husband is... Read More
Setting prices is a dilemma most service business owners encounter... Read More
1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More
If you've driven yourself crazy trying to figure out why... Read More
Sooner or later, we all backslide into old ways of... Read More
Are you going to win this deal? With just less... Read More
Marketing is a skill. Once you master it, you can... Read More
Do you invite your prospective customers to ask questions ...or... Read More
The goal of all sales training is not just to... Read More
Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking.... Read More
Yes, you heard me right; I said "Date your clients!"... Read More
"Leadership rests not only on outstanding ability. It also rests... Read More
Too many sales letters are shaped into paper airplanes and... Read More
Ever lost a sale? Of course you have, we all... Read More
In my dreams, I envision being the marketing consultant equivalent... Read More
Just because we receive a referral, it doesn't mean that... Read More
When selling a product to a customer, it is very... Read More
Training your salespeople to not waste time working unqualified accounts,... Read More
The reason why you have a job in sales is... Read More
1. They talk instead of LISTEN. Too many salespeople monopolize... Read More
You are about to speak to a potential client, go... Read More
Most people don't realize how powerful a negotiating tool silence... Read More
We all have something in our past we believe someone... Read More
Ever thought to yourself, "If only my team members would... Read More
Your mission as a business owner is to develop a... Read More
Are you tired of excuses? Looking for a persuasion technique... Read More
When I first moved to Seattle, I worked for 9... Read More
Sales resistance is a fact of life for most sales... Read More
Solving people's and organization's problems is ultimately what business is... Read More
When I broke into sales in 1986, I read several... Read More
I have found that there are two best ways to... Read More
Yes, you heard me right; I said "Date your clients!"... Read More
Implement these smart sales marketing secrets and you'll be capable... Read More
"There are three kinds of salespeople; those who make things... Read More
Mortgage leads are like a box of chocolates, you never... Read More
Seems almost every situation in our lives is centered on... Read More
How did you do this past year on your sales... Read More
Pareto's Principle {the 80/20 rule) is vividly illustrated in the... Read More
Here are three proven ways that will increase your sales:1.... Read More
A sales manager who reads this newsletter regularly suggested the... Read More
In this article, I would like to talk about the... Read More
When Thomas Edison's light bulb finally burned for 45 straight... Read More
The saying "No man is an island" is an undeniable... Read More
There are always some great, fast and easy ways to... Read More
I arrive with about 350 other guys. We smile at... Read More
I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More
If you've been in sales for any length of time,... Read More
Many years ago, I was the one starting a small... Read More
The telephone is still the best and most effective way... Read More
Selling online can be very difficult, more difficult than in... Read More
You could just send out your brochure to potential customers... Read More
It makes no difference if you are a Saleswomen, a... Read More
I had my first official sales training by a man... Read More
Performance and motivation are like chocolate & peanut butter; the... Read More
If your mind is set, you will be unable to... Read More
Let's be realistic nobody really wants to be labeled a... Read More
If you're looking for a successful salesperson to hire, a... Read More
The art of effective question asking (qualifying) determines the effectiveness... Read More
Many of us in sales are taught to believe that... Read More
The purpose of any business is to bring in customers,... Read More
The following 7 sales skills are what I have found... Read More
Sales Training |