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The Difference Between A Good And Great Sales Person

Guest post by: Scott Smeester

Article Overview: When it comes to selling, why are some people only good, while others are great? "The Difference Between A Good And Great Sales Person" suggests a few characteristics to explore in a sales candidates history during the recruiting process.

The Difference Between A Good And Great Sales Person

The difference between a good and great sales person is that the good one knows how to sell a product while the great one knows how to sell to people. Sales is about people and trust, not numbers or targets or product brochures. Sales is about connecting with a prospective client, and keeping lines of communication open with existing clients. Following is a few more distinguishing characteristics to explore in a sales candidates history during the recruiting process:

• Confidence: A good sales person will sell a product regardless of personal belief in it. But a really good - as in great - sales person will be absolutely convinced that the client is doing the right thing by buying the product. That confidence (or lack thereof) is almost always noticed by a client, even if it doesn't come up in conversation.

• Repeat Sales: The real life-blood of sales is selling again to the same customer again and again. It takes almost no effort, other than simply showing up for a sales call. The catch is that the customer needs to be satisfied - not just with the product and service, but also with the sales person. In short, the customer needs to feel that the personal bond with the sales person ensures the client will be given special treatment.

• Patience: Very few important calls are sealed on day 1. It takes a whole lot of patience to sit through the phase where the customer has little or no intention of buying, but is just giving the sales person some face time and getting to know the product. A great sales person knows how to stay in the game long enough to establish trust.

• Keeping Promises: The urge to promise the sun and the moon to close a sale is very powerful. But a broken promise spoils the relationship permanently and gives the company and the sales person a bad name. For those who dream of being a great sales person, remember this - never make a promise that cannot be kept.

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Article Tags: candidate, people, person, recruiting, sales



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Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
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