In sales, the ability to get another person to buy what you are selling is down to more than the gift of the “silver tongue”. Being persuasive certainly plays a role in being an effective salesperson, but possessing certain other characteristics may strengthen one’s powers of persuasion. If you want to know how to be a good salesperson, this blog is for you.
Persuasion is an inherent capacity we acquire during our lives and we use it without even understanding it. However, in designing successful sales strategies and skills, our innate ability to persuade doesn’t always cut it. Persuading is a skill that needs preparation.
According to Entrepreneur, some of the characteristics of a good salesperson are:
Conscientiousness – They take pride in their work through meticulous attention to detail and effective management of their time.
Being respectful – The best salespeople are those who respect the time of their prospective and existing clients; and we’d also like to add that respect for, and acknowledgment of a client’s perspective and needs goes a long way in building rapport.
Taking initiative – They are resourceful in their approach as they understand that different clients may require different types of engagement.
Being personable – They find it easy to get along with most people and are energized by their interactions with others. And if they don’t find it energizing, they are willing to learn the rules of engagement by learning behaviors that are personable to different kinds of people and suited to different types of interactions.
Persistence – Salespeople will probably hear the word “no” more than anyone in any other profession, and therefore, they not only require a “thick skin” but also the ability and willingness to persist in the face of adversity and roadblocks (of which there may be many).
In addition to the traits of a salesperson individually, a good salesperson’s individual traits, a good sales team is comprised of people who possess the aforementioned characteristics who are able to collaborate and willing to view reaching sales targets as a joint effort, they leverage each member’s strengths, are self-directed, and have strong communication within their team and with relevant stakeholders which allows the team to effectively pivot without disruption, should the need arise.
As a sales rep, you need to know specific details about your business and the goods and services you sell. Before you start working on your sales pitch and persuasion tactics, learn as much as you can about what you sell. The only way to enhance your expertise is to get into your customer’s shoes. If you do not know each and everything about your product and are still asking yourself “how to be a persuasive salesperson”, then you need knowledge about the product more than the persuasive skills.
Many of the successful sales strategies are achieved by writing. While many people do not understand the significance of this element, it is the basis on which to sell your persuasive abilities and trust. Draw a list of features and points to help you argue your case. Then start writing a draft of what will finally become your presentation. It is a complete waste of time if you do not want to prepare for the sales pitch but searching around on the internet about how to be an effective salesperson.
Maybe the most popular way to develop your persuasive strategy is to consciously use Aristotle’s rhetorical triangle as stated in Rhetoric:
“Of the modes of persuasion furnished by the spoken word there are three kinds. The first kind depends on the personal character of the speaker; the second on putting the audience into a certain frame of mind, the third on the proof, or apparent proof, provided by the words of the speech itself.”
After developing your written presentation and applying Aristotle’s rhetorical triangle correctly, it’s time to practice. To master persuasion, you need to practice execution to ensure that all the time you’ve been writing and developing your successful sales strategies won’t be wasted. Before you know the material is not enough on its own to persuade consumers. Your personality and charisma are as critical as your material.
As described above, your actions, and more precisely how you say things, is a big part of being effectively persuasive. When you eventually hit the point where you’re able to use your persuasive skills, bear in mind the following tips to ensure you’re clearly communicating your ideas and message.
Being in sales, whether in the capacity as the only salesperson in an organization, or as part of a larger team, comes with its own unique set of obstacles, and there’s no substitute for effective preparation, which comes with experience and training.
Coggno has compiled an excellent array of online training courses suited to sales teams of various sizes, in order to drive sales by improving their critical skills, developing and enhancing the characteristics of a good salesperson to excel in the industry:
Course 1: Overcoming Objections – (Duration: 35 minutes)
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Course 8: Motivating Your Sales Team to Excellence – A Guide for Supervisors – (Duration: 20 Minutes)
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