Top 10 traits of a
master salesperson In today’s sales environment, there are two types of salespersons: the order-taker and the master salesperson. While an order-taker simply tends the order, a master salesperson controls the sale. Master salespersons will exhibit characteristics that are both inherent to their personalities, as well as those that are acquired through practice and study. Master salespersons are not born, but they possess a passion and persistence that order takers don’t exhibit. If you’re looking for a master salesperson, here are his top 10 traits.
Genuinely enthusiastic—He likes his job. More than likely, in order to do that, he likes boating. In fact, the master salesperson should love it and the industry of which he is a part. A true marine salesperson comes to a job interview with this passionate enthusiasm. It can be learned, but generally, the best salesperson loves not only the selling process but also what he’s selling. Outgoing—He should like meeting people, interacting with them, and most importantly, discovering what makes them tick. Discovering a customer’s hidden motivations for buying a boat means finding out who the potential buyer is at a personal level. Team player—He should be part of a sales team. He should know his co-workers’ strengths as they relate to his weaknesses and visa versa. He should offer his assets when appropriate and know when to ask for help and who can provide that help. Knowledgeable—He’s knowledgeable about the marine business and his specific role in the dealership. The former should be part of his enthusiasm, and the latter stems from a well-managed sales department. He’s also very knowledgeable about the products he’s selling and exhibits a desire to learn more everyday.
Quick thinker—A master salesperson must be able to think quickly on his feet. He should have a general idea of the important points to cover in his sales approach, but he must tailor them to the individual customer. This requires the ability to make quick judgments and adapt for each customer. Competitive—A sales department should work as a team, but competitiveness among individual salespeople can be beneficial. A master salesperson should want to be the best. Competition, even organized contests, can channel this natural rivalry into real profits. Dedicated—Sometimes making a sale takes persistence, and a master salesperson is committed to turning prospective customers into buyers. This requires daily dedication to the craft of selling and knowledge of the industry, which is constantly changing, and the master salesperson should always be up-to-date with these changes.
A learning process With a commitment to develop these traits, the average salesperson is on his way to becoming a master salesperson. He may inherently have the personality and dedication needed to successfully sell, but he may not have the knowledge of how to do it. Fortunately, these skills can be learned. Look for future e-ssentials articles focused on the basics techniques of selling, including:
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Highly motivated—He is motivated by both the personal satisfaction of the individual sale and the financial gain he stands to receive.
Honest—Honesty is the hallmark of a master salesperson. He never distorts the truth or resorts to high-pressure tactics or trickery. He uses his personality and product knowledge to sell.
Confident—The culmination of all these characteristics is confidence, which is essential for gaining the trust of any customer.
