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It’s Only Common Sense: The “It” Factor—Are You a Dedicated Salesperson?

As 2018 ends and the new year is almost upon us, we should all do a little soul searching and self-evaluation; a tune-up to make sure that we still have “it.” We should strive to find the “it factor” that makes us great salespeople, causes us to wake up every morning ready to go and make those sales, and drives us to be successful even when we don’t feel like it.

Here are the characteristics of a great salesperson. I would recommend, at the risk of sounding a bit immodest, that you not only just read these characteristics, but also print and put them in a place where you can see them every single day. Hopefully, you will find these very same qualities in yourself.

A truly dedicated salesperson:

• Always drives the conversation to a sale and closes

• Loves their product and is always happy to tell others about it
   o If it’s not a great product, then find one
   o Over the long run, no one has ever successfully sold an inferior product

• Never apologizes for their product
   o Spend all of your time selling, not apologizing

• Completely believes in their product to the point where they feel the customer is missing out by not buying from them

• Finds a way to do business with a customer
   o No matter what the customer says, never cut them off by saying “We don’t do that”
   o Instead, start an exploratory conversation with the customer to find out what their needs really are, and see if there is a solution to meet those needs

• Views sales as a process
   o Sales is a slow dance trying to get the customer to see the value of buying from you

• Knows there is no shame in selling and will ask for the order

• Embraces who they are
   o Don’t be ashamed, embarrassed, or apologetic about being a salesperson
   o Instead, be proud of it
   o Make it a career, not just a job

• Goes to extremes to make the sale

• Works hard day and night, and does whatever it takes to be successful

• Does their homework and learns everything they can about the customers they call
   o Study your customers intensely, and develop a great strategic plan to win them over

• Considers the art of selling to be a craft
   o Hone your skills by reading books, watching videos, and going to seminars

• Is curious about everything

• Always looks their best—smart and professional
   o If you look the part, you will play the part

• Has immense respect for all people including the customer, those building the product, and competitors
   o If you are respectful, you will be treated with respect

• Asks a lot of questions that need real answers
   o For example, you could ask, “What do you consider a good quick-turn supplier? How important is getting your product on time? What are your thoughts on quality?”

Finally, a dedicated salesperson will be considered so valuable to their customers that they will get to a point where they are actually happy to see them and look forward to their visits with great anticipation.

It’s only common sense.

Dan Beaulieu is president of D.B. Management Group.