10 Psychological Traits Every Successful Salesperson Has To Have
Though it is rarely spoken but similarity in traits between psychologists and sales professionals are significant.Talking about psychologists, their job is helping people selflessly. On the other hand, goal of a sales person is closing the deals.
Be it any company, its revenue and growth depends on the ability of its sales people to generate and execute leads. Therefore, it has got important for companies to recruit and hire promising professionals.
The terms ‘sales people’ gives a picture of charismatic, relentless, energetic and money-driven employees. Check out the 10 key traits that are important to determine the skills and prowess of a sales executive. Interestingly, these traits are apparent in psychologists as well.
1. Ability to Build Empathy
Every salesperson should be able to build empathy with clients and prospects. There are two reasons behind this:
First, customers buy products and services from those who they can trust and feel comfortable with. Person who the client is purchasing from is primary here. Factors such as product specifications and price are secondary. If the sales executive is able to build rapport effectively, they will close deals easily.
Second, ability of the seller to determine the problems and needs of the client. This is helpful in moving the client towards closing the deal. When the client appreciates the value offered by the sales person, it leads to closing the sale.
As per psychology, it is important for the psychologists to build trust and empathy with clients as it is the chief trait behind making them successful.
2. Ability to Listen and be Naturally Inquisitive
Be it any sales process, listening is the most important element of sales. To close the deal successfully and win trust of the prospect, it is required to focus on asking provoking questions, make the prospect speak and listening their pain points.
As far as psychology is concerned, listening to the client is the crux of the profession. To extricate clients views and fix the problem, asking questions and listening closely play a significant role.
3. Ability to put yourself in someone’s shoes
To become a proficient sales executive, you must think in terms of what your customer is thinking. You need to understand and communicate on your client’s term as this is the only way to convince the prospect to buy the offer.
Moving on to psychologists, they must think in terms of client’s worldviews and positions.
4. Intelligence and Ability to Infer
Beauty of sales professionals is understanding that opinions of the prospects are not always stated explicitly. A good and talented executive is able to draw inferences and logical deductions, figure out the true meaning and desires of the clients and elicit the pain points strategically.
Aim of a psychologist is understanding the actual feelings of client based on verbal as well as non-verbal cues displayed by the client.
5. Communicate Effectively
Every sales professional must speak effectively, persuasively and concisely. They must read the prospect and know the right ways to adjust their tone, diction and pace so as to match client’s conversion flow.
As psychologists deal with patients who are as young as 10 and as old as 50 & beyond, they need to have good control and awareness over their speech.
6. Emotional Stability and Regulation
Anytime you find your client is frustrated or anxious, make sure to stay calm. To maintain a professional and rewarding sales process, it is required to stabilize and regulate one’s outward emotions.
For a psychologist to manage a consultation with client depends on their ability to determine feelings without getting frustrated or feeling sad.
This is the core quality and helps in nurturing leads and move deals forwards over months. Rushing into things and demanding the sale to close early ruins the deal.
Talking about psychologists, patience is the real game. Staying calm and humble while attending the client is core to the role.
8. Problem Solving Skills
Make sure to logically reason. Besides, as a seller, you must know the art of turning any rebuttal into an answer. To be a good sales person, never take “no” for an answer, and they you will work your way around any objection. Expand your thought process and create a bridge between problem and solution. You need to know the path to make the logical sequence evident to the prospect.
Psychologists meet unexpected problems quite often. It is important for them to adapt and re-frame quickly to work through issues.
9. Self Awareness
To ensure you are connecting with the client when processing the deal, it is required to be aware of your own self and impact on the client.
Psychologists have to be self aware to ensure communicating on the same wavelength as the client.
10. High Emotional Intelligence
Good sales people and good psychologists are defined by emotional intelligence. For success, it is significant to understand, estimate and act based on the knowledge of the client’s feelings.