Effectiveness of a Good Salesperson

After working almost two years in the quilt store, I have learned a lot about how to relate to customers and how to move more product out the door, but it hasn't always been this way.  I used to just look at a customer blankly in the face when they would ask me a question that I didn't know the answer to.  I probably looked like an idiot.  When I first started working for the store I didn't know any of the customer's names and didn't know where anything was located in the store. Inexperience and my youthfulness was working against me when I began my job. When I read the section about what defines a salesperson's role and effectiveness I thought of real life examples from my work experience for each of the factors they listed.  The list included age, appearance, educational level and motivation to sell (Solomon, 2011, 353). I learned in order to gain respect from the customers in the quilt store there is a certain appearance I need to maintain or else customers will think I am just some snot nosed kid. I had to change some of the clothing stores I normally shop at to give me a more mature wardrobe.  I have also learned that salespeople need to build strong relationships with their customers.  A strong relationship creates loyalty that keeps customers coming back to you for future sales.  Customers with a strong relationship will seek you out.  I think good sales people also possess integrity and usually customers will recognize this quality and it will reflect on the salespersons sales.

After reading about the effectiveness of salespeople, I wanted to learn about some of the things I could do now to be more profitable in my current job.  The following is the 7 Highly Effective Habits of Sales People:

1. They Make a Good First Impression

According to scientific studies, you have very little time to make an impression when meeting someone new. About seven seconds, in fact. And if it’s not a good impression, you’ll struggle to overcome it. Top salespeople know that it's important to look sharp and speak well during those first meetings with prospects and customers, because that’s how they will be remembered.

2. They have a Positive Attitude

People want to associate with others who are enthusiastic and who have an overall positive attitude. Of course, everyone has bad days, but the best salespeople don't display these feelings in front of clients. They take a day off or, better yet, develop personal techniques to manage those emotions.

3. They Take Notes

A few minutes after a meeting, most people will have already forgotten huge portions of what the other person said. So, when top salespeople hear important information--during, for instance, a meeting with a decision maker about a sale--they take notes. The clients will remember what they asked for and the promises they were made. Top salespeople remember, too.

4.They Keep their Commitments

Trust is a key component in any relationship, and it is especially important in sales. When top salespeople make promises, they keep their commitments, reinforcing to clients that they can be trusted.

5. They Know their Stuff

Top salespeople know everything there is to know about their products and their competitors. But, above all, they know their customers' needs. According to a survey of customer-buying attributes we conducted, the top reasons buyers selected a particular supplier was because they felt that the salesperson understood their needs best.

6. They Welcome Complaints

The best salespeople don't shy away from criticism or become defensive when they encounter a complaining customer. In fact, they welcome these situations. Surveys have shown that when customers complain, it signals that they actually want to keep doing business with the company--provided the problem is addressed. 

7. They Never Give Up

A sales career isn't always easy. Sometimes--like when you lose a big sale or a big customer--it can be downright depressing. But, even in the worst of times, success is often right around the corner. Rather than give up, the top-performing salespeople concentrate on all the reasons they can succeed. And they find a way to win.

http://www.inc.com/john-treace/7-habits-of-highly-effective-salespeople.html