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Friday, September 30 2011

           6 Traits Of Successful Salespeople

What separates successful salespeople from those who are not in the payroll service industry? This question has been studied for decades by many corporate executives, sales leaders, salespeople and human resource managers.

Every Payroll Service Needs Winning And Effective Salespeople. 

As you can imagine, corporate America has always be in need of winning and effective salespeople. Unfortunately, no matter how long most interview processes are, it has been a challenge for many businesses to hire a salesperson that will not only last 36 months or longer, but will also be effective.


6 Traits Most Successful Payroll Service Salespeople Have.


Trait #1) Winning Salespeople Ask Business-Related Questions: Successful salespeople ask prospective buyers business related questions to determine their situation and buying needs. They also know the most effective way to present their product or service is to uncover a buyer's goals, objectives, concerns and frustrations. This allows them to effectively discuss what features are best for their budget and needs. And yes, there is such a thing as asking an irrelevant question to a prospect when you are in sales.


Trait #2) Winning Salespeople Have Passion For What They Are Selling: Winning salespeople take pride in what they sell and are passionate about what they do. The reason for this is simple: It shows your prospective buyers that you are genuinely excited about what you are selling. More importantly, you are not doing yourself, your company or future clients any favors by continuing to represent a company that does not excite you.


Trait #3) Winning Salespeople Work Smart And Hard: Most people want to be successful in their sales career but are not prepared to work hard to achieve it. As a salesperson, you will be as busy as you want to be. That means you need to fine-tune your craft, work harder than your competition and make more "Oh By The Way" calls than anyone else.


Trait #4) Winning Salespeople Keep In Touch With Their Target Audience: Being in continuous contact with your target audience will keep you fresh in the minds of potential buyers. This does not mean calling someone every week for weeks on end; it means sending sales letters, postcards, a lumpy mail campaign, thank-you note, birthday card, etc. More importantly, it is about making enough "Oh By The Way" calls to their database of prospective buyers.    


Trait #5) Successful Salespeople Show Value: Today's business world is super competitive. Unfortunately, most salespeople think price is the most important factor. Although price is a major factor in every sale, it seldom is the primary motivator as to why someone chooses one company over another. In addition, they know VALUE is a formula for a prospect (value = their benefits minus their cost).


Trait #6) Successful Salespeople Are Persistent: Selling for a living requires a tremendous amount of persistence. Unfortunately, a lack of persistence can be a salesperson's demise - from not staying in touch with prospects to not building their database of prospective buyers.  Winning salespeople look for new angles and business solutions and are tenacious during the sales process.


Executive Summary: Every payroll service wants to have on staff successful salespeople. Unfortunately, only 10% to 15% of the people they hire will reach superstar status; most will be average at best. If you, or someone you know, want to be better at sales, we highly recommend incorporating the little things into your daily routine that can add up to more sales, from building your database of prospects, asking probing questions, not taking "no" or "maybe" for an answer to increasing your closing ratio. Yes, sales is a tough profession, but you have the potential to earn a handsome wage.

Posted by: Glenn Fallavollita AT 07:17 am   |  Permalink   |  0 Comments  |  Email

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