What Makes A Star Salesman ?

by Mike Sigers on February 22, 2007

Become a Sales Superstar

Every night, somewhere in the world, a Sales Manager goes to sleep, dreaming that a super salesman will walk into their life and set sales records for decades to come.

The chances of that happening are slim. Very slim.

What is a Star Salesman ? Is it the one who sells more than any other salesman on the team ? Is it the one who makes the highest gross margin or gross profit ? The one who makes the most dollars per dollar spent to employ him ?

I don’t know. Probably varies from company to company and industry to industry.

What I do know is some of the characteristics that make up a Star Salesman.

  • A star salesman is ambitious
  • A star can sell under pressure
  • His knows his business and his product … inside and out
  • He knows the problems a customer faces before he visits them
  • He’s organized
  • He knows how to get past the gatekeeper
  • He’s a tremendous story teller
  • He thinks about the customers business, rather than his sales
  • He’s a great conversationalist
  • He’s able to get the customer to tell him about his ideas
  • He plans his sales calls and executes his strategy
  • He makes it easier to buy than to deny
  • He’s a voracious reader
  • He’s a clear speaker, but doesn’t sound canned, corny or crazy
  • He thinks well on his feet
  • He manages himself well
  • He’s a good loser, but hates the taste of losing

There’s 17 traits of a Star Salesman. Feel free to add to the list. I’m not known for having a monopoly of smarts, just for being a practicioner of the Simple Arts.

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