Top 5 Emotional

Attributes of a Great

Salesperson

Identify these 5 emotional traits in your salespeople and you have a

winner!

1. Assertiveness

This is the middle

ground between

being aggressive

and passive. The

difference between a

sale and a

lost opportunity.

The Balance…

This trait ensures the salesperson keeps the sale moving

WITHOUT offending or frustrating the prospect.

Assertive behaviour respects both parties and opens the follow of communication.

Example:

Passive- ‘Can you call me when you’ve discussed it and made a decision?’

Aggressive- “I will take the offer off the table if you don’t buy right now!”

Assertive- “Can you please provide me with a specific date for when you’ll have made your final decision?”

“A lot of people don’t know what they

want until you show it to them.”

-Steve Jobs

Click to Tweet!

2. Problem Solving

All salespeople are problem solvers, some are just better than others.

Great salespeople have a desire to solve their client’s needs in the financial sense (the ROI of their offerings) and emotional- for example the client’s need to convinced that the salesperson and their company are reliable and reputable. No longer is sales just about who is delivering the best sales pitch.

It’s about identifying and solving a client’s problem.

The Process…

The problem solving process can be simplified into these 4 steps:

1. Understand the prospect’s situation. Gather up all the information you can before trying to paint a clear picture.

2. Ask questions of your prospect and listen carefully this will help you to understand exactly how to solve their problem.

3. Help your prospect visualise a more desirable situation where the problem has been solved.

4. Communicate your solution in a way that makes it easy for your prospect to say “yes”.

“Stop selling,

start helping.”

- Zig Ziglar

3. Optimism

Optimism is essential in great salespeople. • It keeps them motivated. • It helps maintain a sense of balance when things go

awry. • It moves them past failure and onto success.

The Optimist sells more than the Pessimist!

The Two Sides..

If a salesperson is experiencing a particularly bad start to the day, their on-going performance can go one of two ways.

They can either say:

“A bad start means I’m off my game and this will be a bad day.”

OR

“Every missed opportunity is a chance to learn, I’m sure my next one will probably be better.”

Their choice makes a difference.

Those salespeople who stay positive are more likely to find that big opportunity in the future.

“Either you run the day,

or the day runs you.”

-Jim Rohn

4. Empathy

Empathy is not sympathy.

Empathy is the ability to understand and identify with the prospect. Allowing them to feel what they are feeling and make the prospect feel more respected.

Salespeople who have empathy can build rapport and trust quickly. They can adapt their behaviour and questions to the prospect’s moods and emotions.

Importance…

Empathetic people are great listeners and they are curious, they want to solve a problem. Salespeople must be able to listen and react accurately to the emotions of your speaker.

Clearly there is an advantage to be empathetic. Consider this next time you speak to a prospect, remember their emotions are important towards fixing the problem and getting the sale.

“Attitude is a little thing-

that makes a big difference.”

-Winston Churchill

5. Self- Awareness

As well as being empathetic, a great salesperson need to be self-aware.

This is about identify your own emotions, understanding how they work, and then using them to build stronger customer relationships.

They are also aware of what motivates them and their decision-making.

The Process…

In order to become self-aware use these 4 steps:

1. Identify the emotions you are feeling.

2. Predict how these emotions will affect the sale, based on past experiences.

3. Compensate for any emotions that may hurt your sale.

4. Utilise and expand any positive emotions that may help you make the sale.

“Don’t find fault, find a remedy.”

-Henry Ford

How Many Traits Do You Have?

Review:

1. Assertiveness

2. Problem Solving

3. Optimism

4. Empathy

5. Self-Awareness

“The way to get started

is to quit talking and

begin doing.”

-Walt Disney

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