If you’ve ever been involved with sales, then you know that it’s not easy. Whether it’s selling shoes at a store or selling a new cloud system by phone, making that sale depends on many attributes, as knowledge and enthusiasm of the salesperson. To be honest, not everybody has those characteristics! Don’t you think? There is a saying that salesmen are born, not taught. Although there is some truth in that saying, is not completely accurate. Although we cannot deny the reality that there is natural talent involved, it is also true that people can learn these characteristics and be just as successful.
Successful selling is a result of skill and practice. Like all other skills, great selling techniques cannot be acquired in a few days. Acquiring killer sales skills requires time and dedication. The most successful salespeople work incessantly toward improvement and grow incrementally with each sale.
Savvy sales representation is often the difference in a company that is growing and another one that is failing. Sales representatives don’t have to be perfect to succeed. With the right attitude, skills, and tools, nearly everyone can succeed in sales. As we said, there are certain qualities that a sales rep needs to develop to become truly great. Some are developed over time, and others are already there as part of the person’s personality.
This post outlines the characteristics that, when developed, can turn a good salesperson into a great salesperson.
For us, the most important quality. One of the defining attributes of a salesperson, a real career professional, is their passion for what they do.
People who feel passion for sales love what they do. They love the thrill of the chase. They have a hunger for fame and fortune. They want to sell more and more. And they believe in their hearts that selling is the most rewarding professions out there. Passion gives the heightened level of energy which is required to do the same thing day in and day out.
Any successful sales professional will tell you that they are passionate about what they sell and the fact that they are selling. They are absolutely in love with it.
Passion cannot be taught. Fortunately, you can create an environment that motivates and instills passion, to create a successful sales representative. Create a great selling environment, providing reps with the tools they need, and offering the support to encourage a passionate mindset.
Taking initiative means taking actions proactively. It means acting before it is necessary. It is what defines professionalism, especially in sales.
Sales reps don’t wait for orders. They’re go-getters and take matters into their own hands. Being disciplined like this helps salesmen to stay on track. If something must be sold, they look for a way to do it. The salesman will do what it takes to sell their products or services. Identifying the opportunities to do better and designing the plan to do so is a form of acting.
Another way to take the initiative is to do something that generates a response or outcome. This means thinking about what your industry does, redefining it, and doing something different. It means innovating.
One way to identify the areas where you might be able to gain the initiative is to make a list of all the things surrounding your business where your industry would say: “We don’t do that.”
Having empathy means that you can put yourself in the shoes of another person, seeing the world through their eyes.
Empathy and compassion are prerequisites to great customer service. Empathetic salespeople listen intently to what affects people and provide them the complete liberty to express their concerns.
An empathetic sales professional tries to understand people by putting themselves in their shoes from a neutral perspective, without letting judgment or an ulterior motive guide them. This helps them understand people better and interact accordingly.
Empathy ’s a differentiator. Being empathetic will help you stand out from the other dozen salespeople that the prospect has met with. This is because you are showing them from the very beginning that you are here to help, not make a sale.
Being goal-oriented means always have a specific objective or target in mind whenever you embark on an endeavor to create a productive outcome in your life, in your work, in your business, and even for your clients.
A goal driven person will work much harder whenever there are deadlines to be met. To be successful in life there must be the desire to set goals and work towards achieving them.
The ability to set personal and professional goals is a common characteristic of the most successful salespeople. Top sales professionals know exactly what they want to accomplish so they will plan around these targets accordingly.
This requires focus and setting ambitious, but achievable goals. As a result, the salesperson must be extremely persistent and hard working.
Successful salespeople get goals that help them grow as an individual and as a professional. They have long-term goals which require patience and practice.
Resourcefulness is the ability to find a way to achieve a goal or to make one. Resourcefulness is the ability to think creatively, to generate ideas, and to identify alternatives. To be resourceful takes self-discipline and an iron will.
Great salespeople are resourceful. They use this quality to find ways into prospects that others fail to uncover. The true salesman can shift gears if a sale isn’t going the way that he envisioned. Instead of just taking “no” as an answer, they will attempt a different approach by using their creativity and imagination.
They imagine a way. Then they act accordingly.
Selling is a tough business. It can be challenging to keep your spirit high and your self-doubts in check. As tough as that may be, it’s imperative to maintain a positive attitude in selling.
In business, your attitude determines whether customers buy from you or not.
There is no way an optimistic salesman will expect a failure, not to talk about accepting it. Even though there may be a failed attempt, this failure will be seen in the light of generating useful feedback for improving the business sales process or the product itself. Interestingly, sales reps with a positive attitude always expect the best to happen and they are constantly winning sales.
Extraordinary salespeople accept nothing less than being at the top of their game. Sales is not an easy job. It is largely based on potential and there are no guaranteed deals. The work isn’t always enjoyable. However, top performing salespeople thrive without guarantees. To them, each potential deal is a worthy challenge
Now that you know what it takes to be the best, figure out which qualities you and your team already possess and where you could improve.
There are many qualities that sales professionals need to have to be successful. These are just some of them. What other qualities do you consider important?
Call Center Pros can help you to improve your business sales. We only hire qualified sales representatives and all our agents undergo a rigorous selection process to ensure they have the necessary attributes to be the best fit for your business.
Learn how our call center solutions enable businesses to maximize efficiency and productivity. We can be reached at 800-789-CALL. You can also fill out our customer contact form HERE! One of our experts will get in touch with you. We are committed to delivering the highest possible value, so your company can meet and exceed growth projections.
Publish Date: December 10, 2018 5:00 AM
|1.)||Acqueon Technologies Inc.|
Acqueon's AI-driven conversational engagement software enables sales, marketing and service organizations to engage in emotionally connected dialogs with customers via their channel of choice for significantly improved results. The Acqueon suite adds multichannel campaign management, contact center analytics, desktop, and CRM connectors for your contact center software of choice, including Amazon Connect, Cisco, Nice inContact, and Twilio. Acqueon conversational engagement software leverages the Acqueon IQ platform to aggregate data from the various applications, assemble rich customer contexts, and drive next-best-action using powerful statistical and predictive models.
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Agara is an autonomous virtual voice agent powered by Real-time Voice AI. It is designed to have intelligent conversations with your customers, vendors, and partners without any assistance from human agents. It can handle a wide variety of calls including inbound customer care calls, outbound lead generation calls, appointment scheduling calls, and overdue payment recovery calls.
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|3.)||Balto Software Inc|
Real-time call guidance and post call data analytics
Balto Software is a provider of real-time intelligent call support and coaching. Our software solution leverages artificial intelligence to listen to both sides of a call and deliver mission-critical information and feedback to sales representatives immediately. Our solution is fully customizable and our current customers include sales teams and customer service groups in sectors ranging from debt collections to healthcare and home improvement.
Contacting customer service can often be a challenging experience with waiting on hold forever being one of the top reasons for client dissatisfaction. Furthermore, repeating information that was already provided to a chat agent, and generally spending too much time getting answers to questions can all lead to a lengthy, and often frustrating, customer journey. With unlimited scalability, enterprise-level security, and best-in-class data privacy features, UniChAI™ is a conversational AI platform which is playing an important role in improving some of these aspects of customer experience (CX) through chatbots – which are intelligent and natural-language virtual assistants meant to augment a c...
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Daisee builds technology that empowers people to solve problems by making interactions simple and smart so they can have a more significant impact, be more productive and be better at what they do. We believe incremental improvements carry huge potency and provide exponentially greater change for the better.
Genesys customers can now automate risk and quality management using Daisee’s speech and sentiment analytics and remediation workflow software. Daisee helps improve customer experience, ensure regulatory compliance, identify missed commercial opportunities & training requirements as well as provide valuable insights back to the business directly from the frontline – the true voice-of-...
eGains omnichannel customer engagement solutions power digital-first experiences for leading brands. Infused with AI, machine learning, knowledge and analytics, our award-winning platform helps clients automate and optimize customer journeys via virtual assistance, messaging, social, mobile, web, and contact centers.
Automate the routine and boring and augment the interesting with eGain AI (Artificial Intelligence). eGain is a pioneer in AI for contact center customer service and customer engagement and has developed cutting-edge technology as also best practices and proven use-cases over the last two decades. eGain’s patented Case-Based Reasoning (CBR) technology, called Guided Help, is a simple but powerful AI technology used to find answers to customer issues, and for process guidance and decision making. Along with Knowledge and Analytics, Artificial Intelligence forms the core of the eGain Customer Engagement Hub platform and its omnichannel and digital-first capability.
Scale up your business using Convy AI, the artificial intelligence that acts like a human helping enterprises to better interact with their clients and agents to be focused on the value added transactions.
Convy.AI is used to support, entertain and simplify the experience of million of customers every month.
Convy.AI understand natural language (but supports also button based UIs), simply integrate many front end (chat, email, whatsapp, IVR, Alexa, google home, ...) and it's zero code admin interface enables everybody to manage conversations.
ExecVision is a conversation intelligence platform built to drive human behavior change which positively impacts individual, team, and organization performance. The software ingests, transcribes, and analyzes conversations to provide actionable insights for coaching, upskilling, and more informed decision making. Sales, QA, customer success and support teams use ExecVision to create a consistent experience across the customer journey.
Most customer-facing interfaces make it the end user’s job to figure out how to navigate and find their way to where they need to be. This is true of websites and mobile apps as much as it of touch-tone IVRs. The interface is usually designed for the most generic of uses; and because making changes is expensive and time-consuming, these interfaces tend to be inflexible with regards to evolving times, use cases or user needs.
AI can help create user interfaces that are adaptable and personalized. Advances in Conversational AI make it possible to interact with the user in natural language. Many IVRs are being re-configured to work this way and businesses are also introducing text-based cha...
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Automate up to 70% of messaging conversations on your website, SMS, Facebook Messenger, Apple Business Chat, WhatsApp and more. LivePerson has a complete solution to create, manage, and optimize bots for businesses of all sizes.
|12.)||Mediatel Data Srl|
Contact Center Solution AI-Driven
Mediatel Research and Development team developed Artificial Intelligence Engine, part of the Contact Center platform, suitable for vocal interactions using Natural Language Processing modules and digital interactions, used in chat sessions, for chat bots, email management for email dispatching or text messages.
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Oracle Digital Assistant
The next generation state-of-the-art text and voice AI Chatbot . No coding required.
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The SPEED solution solves for service level issues while cost optimizing the environment with automation.
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VADS Smart Chat Assistance
VADS Smart Chat Assistant is a computer program that conducts a conversation via auditory or textual methods.
VADS Smart Chat Assistant is an artificial intelligence (AI) program that simulates interactive human conversation using key pre-calculated user phrases and auditory, visual, and text-based signals.
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The new paradigm in customer engagement, the Synthetix Chatbot can generate new revenues as well as resolve customer queries. Our AI-powered chatbot technology doesn't wait until your customers want to contact you – it offers help and assistance from the moment they interact with your brand, qualifying them based on their needs, working with your CRM to personalise their experience, creating leads and tactically escalating them to the most appropriate contact channel.
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Trendzact AI On-Demand
Trendzact provides on-demand data science Insights team who will solve the AI resource dilemma. Our Insights team will apply machine learning models into your business processes and build functionality such as natural language processing and service level agreement (“SLA”) diagnostics into your CRM solution. Use AI for aftercall documenation, agent sentiment analysis, proactive agent guidance and anomaly detection with real-time alerts
virtualQ’s AI-based, enterprise solutions
virtualQ GmbH designs and develops enterprise software that enables companies to control incoming calls to its service centers 24/7 without waiting times. We offer an intuitive virtual assistant platform that reduces waiting times on the phone, provides information to callers, answers recurring customer inquiries, collect customer satisfaction surveys, and display a data dashboard to track performance. We employ artificial intelligence to provide intelligent call-backs, appointments, FAQ bots, voice IVR, virtual assistants, high call volume management, and more! All of our products and services are quick add-on solutions for companies who want to take advantage of AI.
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VOZIQ Predictive Customer Retention Solution
VOZIQ is the only cloud-based predictive retention solution that is powered by 10+ targeted machine learning models to enable recurring revenue businesses to predict customers who are at-risk of cancellation and prevent the cancellation by driving large-scale actions through contact center customer care, marketing and field channels.
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