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Training Tuesday:Sales Traits Part 2

Training Tuesday:Sales Traits Part 2

Last week we discussed several sales traits and the signals to improve them that you may be getting from your prospects and customers. This week we’re covering five more of these sales traits and signals.

Handling Resistance. If you’re running into a lot of resistance, the best thing you can do is work on analyzing needs and talking about benefits. When customers ask the same question over and over – even though you feel you’ve addressed it – you may be focusing on a benefit that doesn’t matter to them, and failing to find out their true concerns.

Selling Pressure. You’re coming on too strong if, when you attempt to close, customers become defensive or raise objections that seem irrelevant. When a customer starts defending a competitor they were unsatisfied with, that customer is telling you to back off. And if it seems the longer you’ve known a customer, the harder it is to get an appointment with them, the message is “stop pushing.”

Compatibility. Customers tell you you’re compatible by greeting you warmly, calling you when they think you can help them, and showing an interest in you that goes beyond “strictly business.” If new prospects quickly become unwilling to see you, customers are rude to you and keep you waiting, or customers keep calls short and straight to the point and refuse your invitations to lunch or recreational activities, be concerned about compatibility.

Trust. If customers don’t trust you, they may show it by withholding information you need, especially sensitive information such as budget constraints or involvement with competitors. They may ask you to put everything in writing or require proof, in the form of technical documentation and third-party references, of everything you say. If they’re calling the home office to check up on you, you haven’t gained their trust.

Account service. Simply put, this means getting in touch with your customers often enough to know about any changes that might impact future orders, and being available to handle little glitches before they become big ones. If you’re weak in this area, you may be getting these signals: Business from new customers drops off after the second or third order, or you lose sales to a competitor, even though you believe your product is better.

These are all important sales traits to work on and listening to the signals from your customers will help you determine your strengths and weaknesses. Improving these skills will improve your overall sales success.