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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*practitioner