Whether categorized as sales hunters or sales farmers, these top performers tend to have seven key selling traits in common.
There are many different approaches to sales. Certain sales people are more comfortable pursuing new leads and converting clients and are happy to be called sales hunters, whereas other sales people do better with an established audience, acting as sales farmers. Ideally, an organization should have a mix of both groups of sales people, with reliable top performers in both categories. Whether categorized as sales hunters or sales farmers, these top performers tend to have seven key selling traits in common.
One size fits all products and services do not truly fit all. This is why top sales performers look to how products and services can be customized to provide solutions for individuals, whether that is through different packages or even applications. Supported by other selling traits, creative solutions are the key to getting contracts signed.
Ask any sales person what the most important selling traits are, and presentation abilities are sure to be on the list. However, top sales performers know that a customized presentation makes a bigger impact with potential clients, and take the time and effort to supplement presentations with timely, industry appropriate updates to get prospects’ attention.
The watchword in sales is relationship building, but among all selling traits this is the one most likely to come naturally to top performers. Customers can tell the difference between a sales person who truly wants to get to know them and their needs and a sales person who is just after a sale. The sales person who is truly invested in the relationship is the one who gets the sale.
Risk taking is among the most positive selling traits of top performers because top performers know from experience how to turn risk into reward. By putting themselves in front of the sale, anticipating clients’ needs, and pursuing the big sale, top sales performers can continually push their sales numbers higher, benefitting their clients and their organizations.
A top sales performer rarely, if ever, talks him or herself out of a sale, and is able to intuit the right moment to move to the next step. When it is time to act, top sales performers will be there when it is most convenient for the prospect or client, not for him or herself; the ability to put the needs of others first is another of top performers’ strongest selling traits.
Those who are hesitant in sales tend to avoid high value questions, such as “What would prevent you from moving forward with this deal?” out of fear for what the answer might be. Top sales performers, on the other hand, know that to reach a sale that satisfies both sides these tough questions must be addressed before the sale is made, and don’t shrink from asking such questions or providing honest answers.
Of the selling traits top sales performers share, persistence is the foundation. Top sales performers consistently pursue the sale, even with prospects who have tight schedules and long timelines. Once a top performer has qualified a prospect, he or she knows that there is potential for a sale, and will not give up until that potential is fully realized. This persistence in selling traits allows top performers to continue contributing to their organizations quarter after quarter.
Though certain of these selling traits come naturally to some, for others it takes effort to cultivate these attributes. However, once top selling traits are established, they do begin to come naturally, which means that any sales person aspiring to the top tier can reach that goal with practice and dedicated effort.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.