Training and consulting business Rethink HQ’s CEO and Founder Greg Rogers says the key trait of a great sales person is attitude.
When recruiting the all-important salesperson, you need to consider whether your need an experienced industry-specific salesperson because of the type of product, solution or service you offer or whether you are better off with someone who has the right skill set and a can-do attitude.
“I tend to go more with attitude,” Rogers says.
“As a specialist sales trainer and coach in the world of sales, there are the basics you can teach. But in terms of teaching attitude, it’s very hard to see it because it manifests in different ways; people will say ‘That’s just my way of approaching it’.
He says a good attitude includes the ability to accept a no or rejection without taking it personally.
“The person is saying no because they don’t understand enough about what it is you’re pitching yet, it’s simply not right for them or you are actually trying to sell too hard. No-one likes to be ‘sold’.
“Attitude is the ability to have a conversation, handle the no and rejection and be good at active listening — I actually want to understand what it is you are telling me and then I can make an assessment on whether I can help you.”
Rogers says at the end of the day your clients will buy because they have a need or a want.
And if you don’t have that product, service or solution they are looking for, you are putting them in a position where you are ‘selling’ to them, which could lead to buyer’s remorse.
Rogers says the process of how you approach the sale hasn’t changed for decades, even centuries.
“Yes, there are certain models that have changed slightly, but the perfect sales model would be to identify this person who has this need or want, show them you have the things that will solve it for them and marry them together.”
While you, along with many WA businesses may have faced a tough market in recent times, Rogers says ultimately the market is the market.
“Are you talking to the right people, at the right time with the right market opportunities? If that’s the case, generally business gets done,” he says.
