Top Qualities of Salespeople - The Great Restart (Vol. 12)

Posted By: Ian Webb Pressing News ,

Sales Opportunities

Welcome to 2021- Hopefully, the sales environment will return with the opportunity to more fully engage with our customers and prospects. Focus on your strengths and use them to propel you forward and help you stay in the game!

The Top Qualities of a Sales Person

A good salesperson needs more than one or two qualities to help your business reach its revenue goals. Instead, they need a mix of several qualities to handle a variety of clients, situations, and selling techniques.

Look at some of the top qualities that make up an unstoppable salesperson.

Ability to Listen

An inbound approach to sales starts by listening.

With active listening skills, you have a chance to show others you can be trusted – in other words, they can drop their guard and stop defending themselves against “being sold to.” Only then do prospective customers start to discuss their real problems and leave themselves open to building rapport.

Value Creation

In the old days, sales confidence came from seeing everyone as a potential customer.

Today even as prospects have become more qualified, successful organizations have shifted their focus. Today, you generate something worthwhile for prospects even before you make the sale.

Adaptability

This stems from the value creation mindset. Sure, you have a defined portfolio of products and services, but you realize one size never fits all.

To create a package that meets customer needs now and, in the future, you must be willing to improvise. When you put on your listening ears, prospects give you the fuel you need. You just need to match that to what your enterprise can offer.

Self-Motivation

Salespeople should be able to work independently with little supervision or micromanaging. They should be able to organize their days well by themselves so they can accomplish all their necessary tasks.

Communication and Collaboration

A versatile sales leader should work with marketing, but that’s only the beginning. For real and lasting success, be prepared to roll up your sleeves and get involved anywhere your expertise is needed.

You might find yourself partnering with the web design or content team, the product development organization, and more. Always be alert to opportunities that will ultimately make selling easier.

Sales reps should also know how to communicate well with the people they collaborate with to generate the best results possible.

Understanding Industry Trends and Technology

When it comes to the hottest new information on what prospects are thinking, nobody can beat the sales team. To make the most of that, though, ask yourself: How’s your head for data?

Turning your customer insights into actionable intelligence means recognizing when and how things are changing. Often, that means being fluent in modern business intelligence.

Sales winners of tomorrow need to be nimble, to observe everything that is happening. They need to understand their customers’ challenges and opportunities so that the company can partner with the client or prospect. When we can be up to speed on our client’s environment, we will be considered a trusted part of the team.--Leslie

Printing is not a commodity. 

Every printing job is different—different type, colors, images, substrate and, most importantly purpose. This is perfectly obvious, so why talk about it? Simply because when the price for producing it is determined, it’s ignored. The price comes from an estimating system that carries out a detailed set of calculations to predict the cost of production using “budget hour rates” that try to include the cost of everything from the front door to the back in a single number. The system doesn’t care about the appearance or the intended use of the printed job nor does it consider the importance and value to the customer of the job to the customer who will be asked to pay for it.

This disconnect between the price and value is the source of work that produces extraordinary value for the customer (think digital personalization, eye catching finishing) being produced cheaply because the printer has made an investment in a new and faster system. At the same time, whole classes of work disappear (directories, catalogs) because the customer can do it with a website.

The pricing process should center around the value that is being conferred on the customer by the job and the printer’s partnership with them. Simply because the estimating process is almost always used by the printer’s competitors, it’s a useful stating point, but it’s not the final result. The complicated and detailed estimate can be replaced by a simplified internal price list whose result is adjusted up or down by a careful focus on the value being created by it for the buyer as they will be asked to write the check. This focus on use and value is facilitated by the reality that every printed job looks different and therefore is insulated from the commodity shopping that causes buyers to look for the cheapest gas station in the neighborhood. 

--Bob