As a sales trainer I am often asked, what makes a great salesperson.
People often say it is a skill that can be taught like any other, for example, riding a bike or learning to drive, but actually it is a bit more nuanced than just taking lots of lessons.
Actually there are 3 areas where a salesperson needs to shine in order to be great:
In order to possess sales skills, some sort of training, learning or mentoring has to happen. Skills have to be taught – things like a structure, questioning and listening skills, presentation skills.
None of us burst into the world with these things in place.
Then, as knowledge increases the salesperson has a toolkit of skills they can use at the right time in the right place
🏆 Natural Aptitude
Some people will always be better suited to sales than others, in the same way that some people have a natural talent for running, or football or art.
However, without training to bring out these natural talents they might never be discovered!
So qualities such as quick thinking, empathy, perseverence, determination, ability to pick yourself up from rejection and carry on are more prevalent in some people than others. Sure they can be developed with training, but it’s a lot easier if they are there already. The person who bursts into tears every time they get rejected will most likely struggle in a sales role.
Sales is not a one time only exercise. Neither is it a theoretical pursuit.
You have to get stuck in and try. This involves repeating a lot of actions, speaking to lots of people, getting stuff wrong, learning, doing things better, learning again and keeping at it.
Malcolm Gladwell famously said that it takes 10,000 hours of practice to achieve mastery. So in sales, you simply have to keep at it day in, day out and you will get better.
So what makes a great salesperson? Well, there is really no magic to it, just common sense.
But you know what they say about common sense….!
❓ If you want to find out how to transform your sales team into great salespeople, let’s chat.
⭐ We can start them off properly then develop them into sales superstars.