J Patrick + Associates Blog

What Makes A Good Salesperson?

Posted by Daniel Sullivan on Mon, Sep 23, 2013 @ 10:00 AM


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Everyone wants to know how to be a good salesman.  In this piece, we will examine two different theories: nature versus nurture.  Some say that sales skills are innate, that you are born to be a salesman.  As much as some people may wish this to be true, it isn’t.  Actually, many of the best salesmen are taught the skills they need to succeed through corporate training processes.  So, if you want to be a successful salesman, take the initiative and start to learn the ropes on your own.  Here are a few tips to help get you started.


Think Beyond the Close

Successful selling starts with your mindset.  You can’t simply approach a potential sale thinking a successful close is the end of the process.  You have to understand your company’s business model and how it can deliver added value to your customer over time.  Every time you approach a potential customer, you have to focus on building loyal, long-term professional relationships.   If you express this through your sales pitch, you will likely succeed in your endeavors. 


Treat Your Customers Well

Trust builds relationships, and through these, you will develop the potential to leverage your existing customers into a broader network of sales opportunities.  What this means is that if you do right by your customers, they can be your best source of advertising.  Through word of mouth, they can communicate your business reputation more effectively than you can imagine.   Existing customers can also be a great source of sales leads.  Even if they aren’t interested in your product, maybe someone they know is.  Obtain that contact information and hunt down that lead.


Good is Never Good Enough

If a salesman has a profitable morning, they’ll call it a day and head in by 1 o’clock, right?  No.  Strive to be the best and don’t settle for anything less.  You’re always only as good as your last sale, so continuously seek self-improvement.  The only person that can limit you is yourself.   If you keep this in mind, there is no doubt you can succeed.


Persistence Pays

The last tip that I will offer you is to never give up easily on an unsold customer.  You may not win every match in the first round; many will require you to go all 12.  If you ever find yourself with a client who says that they don’t want to buy, stress the strong points of your business and how you align these to help them achieve their goals.  If they still refuse, back off and give them some time.  There is no harm in approaching them again a week, month, or even a year later.  Many people’s business needs and mindsets change over time.  Keep in contact, approach them every so often, and they could eventually open up to you.

 By Jake Pinto