Question: Explain the characteristics of a successful salesperson.
Answer
Sales people are an integral part of any business. They are the main drivers of sales and have the task of convincing potential buyers to purchase their products. They play a significant role in engaging customers, promoting brands and ensuring businesses meet their projected sales and profits margin.
Sales managers, when examining their sales force, have probably found that 80% of their sales are made by 8% of the sales force (Anastasia, 2015). Therefore it is necessary that we examine what sets this percentage of the sales force apart from the average ones. The following are some of the characteristics of a successful salesperson; i) Empathy – He/she has the ability to connect with customers, to identify and react accurately to the behaviour and emotions of customers. ii) Assertive – A successful salesperson is an excellent speaker with verbal clarity and effectively controls interactions with different kind of customers. iii) Honesty – He/she is forthcoming at all times with any relevant information the client might need to make a good decision. iv) He/she must be a good and patient listener in order to understand the needs and requirements of a customer. v) A goal-oriented personality – He/she has the ability to clearly articulate their goals and make them a driving force for sales. vi) Confidence – A successful salesperson believes in his/her own abilities and in what he or she is selling. vii) He/she must be self-motivated and highly focused towards improving sales margins. A good salesperson also focuses on opportunities and solutions.

viii) Persistence – He/she feels positive about overall results and achievements and avoids being disappointed by rejection. ix) Optimism – He/she maintains a positive outlook towards situation and people. They are