The classic view of the salesperson is a door-to-door salesman that is desperately trying to sell you something that you don’t need. However, and thankfully, a salesperson is much more. They are the face of their company and the experts on its products and services. Sales is a difficult task, and there are specific characteristics that make a great salesperson particularly effective. Before considering the training your sales team, consider the characteristics that make a great salesperson.

One of the most characteristics of an effective salesperson is their ability to empathize with the client. A salesperson is able to understand what a client wants and needs on a deeper level, positive interpreting their feelings, emotions, and behavioral cues. It is critical to respect the client’s trust, showing that the salesperson is able to understand their problem and is ready to offer a solution. Sales is more than “please take this product and buy a lot of it;” sales is about offering clients the solutions, i.e., products, that will be beneficial to their life. 

An effective sales person stays focused on the task in front of them and able to self-motivate. They are also able to stay organized in the achievement of short-term and long-term goals. Without drive, a salesperson missing opportunities to not only reach their goals but also the clients’ needs. An effective salesperson is responsible for their own success, so goal planning is critical.

It is essential that goal-driven is not confused with being pushy - that ages-old stereotype about salespeople. Instead, remaining persistent throughout a client meeting, in follow up, and in goal setting is directly related to their success. More than sounding as if they are pleading with the clients, an effective salesperson is able to push on after a rejection. Rejection from a client is not a personal attack, and offer a salesperson the opportunity to learn from their mistakes or shortcomings and become a better, more effective sales professional.

When you consult with professionals in sales training in Australia, they will use the right training and resources to create the most effective salesperson for your company. Sales training and coaching services are created by salespeople, so you can be confident in their ability to set your employees up with the right information to do their job right. You must be able to offer employees the right skills and knowledge, and allow them to learn and thrive within the complex world of sales.