Being a sales rep isn’t easy.

It’s like riding a roller coaster: highs followed by lows, earsplitting thrills by gut-wrenching disappointments.

But speak to anyone who’s been a sales rep for a while, and they’ll tell you, yes, it’s hard, but at the end of the ride very satisfying.

And the best thing about sales is that success is up to the individual. People talk about the “natural-born salesperson” who could sell “ice to Inuits,” but how many of those do you know? And why would you want to do that in the first place? Studies show that those friendly, enthusiastic, outgoing extroverts don’t make better salespeople than quiet, reserved, thoughtful introverts. In fact, the extroverts are often the ones behind the stereotype of salespeople being overbearing, pushy, and manipulative. 

When Being in the Middle Makes the Most sense

But great salespeople aren’t like that. The most successful sales reps are the ones that fit in the mid-range between introvert and extrovert, having traits of both but knowing when best to use them. Yes, to be successful, you have to be friendly, determined, and tenacious, but you also have to be seen as being caring, knowledgeable, helpful, and trustworthy.

And there’s a good reason for that!

A dedicated salesperson doesn’t view selling as a one-time transaction. Whether working out of a food truck, shoe store, or corporate headquarters in midtown Manhattan or Silicon Valley, great sales reps are all trying to achieve the same goal—build a business. And to do that, they need repeat clients, resulting in more money in their pocket and a better customer experience.

5 Indispensable Qualities Make a Great Sales Rep

Whether you’re looking to create a successful sales team or enhance your skills, here are five things qualities you need to look for and nurture—both in yourself and your team.

1. Curiosity

Selling isn’t an action; it’s a mindset. But unlike mediocre salespeople who think they know everything, look for situations where they appear intelligent, avoid challenges and risk, and dodge advice so as not to threaten their view of themselves, great sales reps do the opposite. They’re curious about their customers (current or potential), ask questions, and welcome feedback.

A successful sales rep empathizes with his customer, understands their goals, and rides alongside—not opposite—for the journey. And that all starts with being curious and asking questions. 

2. Attentiveness

When people think about sales, they often picture that slick, smooth-talking used car salesman who’s not listening and won’t take no for an answer.Great salespeople aren’t like that; they’re not preachy or dogmatic. They don’t call or visit customers to tell them what they need. Instead, they call them to find out what challenges or problems they’re facing and offer assistance. They listen carefully, ask questions to make sure they understand the situation fully, and then respond carefully and thoughtfully—matching the need to a solution—before (hopefully) closing the deal.

And if they don’t have a solution in their portfolio, an honest salesperson readily admits it, stays in touch, and adds value as best they can. If you do that, you’ll be viewed, not as a vendor but as a trusted advisor.

3. Resilience

The famous saying, “When the going gets tough, the tough get going,” means more to salespeople than most others. Sales isn’t for the faint of heart or for those who feel entitled to success. It just doesn’t work like that. One month you’re riding a wave; the next, you might be struggling to close only one deal. But great salespeople don’t give up. They’re resilient in the real sense of the word, being able to “withstand or recover quickly from difficult situations.”

Great sales reps keep going, viewing a poor run as a temporary setback and focusing on nurturing the pipeline for the next month. Even when they experience disappointment, they turn rejection into motivation and failure into fuel.

4. Confidence

Even if they’re momentarily embroiled in uncertainty, a great salesperson exudes confidence and control. That’s what customers expect from a trusted advisor. You may not have all the questions, but a calm disposition, well-prepared pitch—combined with a measured dose of enthusiasm—will go a long way to engendering confidence in your audience.

And while you never want to mislead your audience or over promise, using confidence-building words such as“absolutely,” “certainly,” and “definitely” go a long way to allaying fears and instilling trust. Just make sure you deliver everything you’ve promised—and more.

5. Humility

Humble people generally excel because they recognize they don’t have all the answers and others have skills they don’t. But rather than viewing it as a competition, they embrace feedback—positive and negative—and seek out situations where they can learn from others and tune their skills. Sales is all about pushing yourself to do better, and that in itself entails recognizing that what you previously did wasn’t your best.

Good salespeople look for ways to improve because that—in the end—translates to more money and recognition. They’re always asking themselves: How can I get more leads? How can I improve my close rate? How can I increase the LTV of my customers? And when someone gives them a tip, a hungry salesperson tries it out, irrespective of whether it’s from a friend, family member, customer, or colleague.  

The Bottom Line

Despite what some expert say, you don’t have to have natural charisma or talent to be a great sales rep. Yes, it helps, but there are plenty of naturally talented athletes, dancers, musicians, and singers you’ve never heard of because they weren’t prepared to put in the hard work. If you or your sales team want to be more successful, you need to adopt and nurture a growth mindset built on five essential characteristics: curiosity, attentiveness, resilience, confidence, and humility. It might not happen overnight, but success will come your way—if you don’t give up.

About Jeev

A serial entrepreneur with a rich history of launching disruptive online businesses and taking them to the top, Jeev owns dozens of “go-to” reviews and rankings websites. Jeev has invested more than 20 years researching human behavior and how to leverage different sales methodologies to effectively influence decision-makers.To find out how Jeev can help you, visit jeevtrika.com.

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