11 Traits of

Outstanding
Salespeople
Prof. Abhishek Khadtare
SIBM, KAMLAPUR

Challenges Time Management

Trait 1: Positive attitude and

enthusiasm
The No. 1 separator
of great, good and
poor.
The person of attitude
(the winner) leads
prospects to the sale.

Trait 2: Belief in the company,

the product and self
Self-belief is the No. 2 rule

of sales success.
You must believe that your
product and company are the
best.
And you must believe that
you are the best. Real winners
believe they'll win.

Trait 3: Sense of Humor

Must Know
Where to speak
How to speak
Whom to speak

Trait 4: Healthy Ego

Successful
salespeople use
healthy egos to
measure
improvement.
Ask, what could I
have done better?
What have I learned
from this call?

Trait 5: Listening Skills

A truly great salesperson
listens, not to get
information to manipulate,
but to assist in serving
the customer.
As the saying goes,
speak little, listen much,
and be slow to anger.
How much do you care?

Trait 6: Building Value

Value -- perceived or
real -- is the only thing
that separates one
product from another,
other than price.
Perceived value
counts more than real
value.
The value seller
generates profit and
loyal customers.

Trait 7: Use of creativity

Many times products
or services appear the
same to the customer.
Creativity by the
salesperson in the
areas of approach,
presentation and
follow-up will help a
winner emerge.
Be different

Trait 8: Focus on the second

sale
Nearly 85 percent of
all sales are produced
by word of mouth.
Everything you do
must be aimed at the
second sale.
Concentrate on
creating Raving
Fans.

Trait 09: Helping others

Selling for the love of
helping others get
what they want, rather
than the love of
money.
Money is what others
measure you by.
Helping others leads
to fulfillment.
Fulfillment is how you
measure yourself.

Trait 10: Commitment

You need to have
commitment...real
commitment to what
you're doing.
Total and full
commitment.
If you are not
committed
get out.

Trait 11: Passion and desire to

excel
This is a personal
characteristic that is
evident to others by
their exhibited
enthusiasm for what
they do.
No prize in sales for
second place.
Passion will make up
for a multitude of
mistakes.