What Makes A Good Salesperson?


For most people selling is one of the most difficult things to do. But, given the proper outlook, it can be seen as very easy to do. Once you are given the right guidelines and get properly motivated, it is pretty easy to almost sell anything. In most cases you simply need to solve a problem, overcome objections and make an irresistible offer where your prospects cannot wait to get their hands on what you have to offer them. It may even reach the point where they literally take out their cash or credit card to conclude the deal.

Are you one of those people who break out in a cold sweat when someone just mention the word sales? There are many people who feel exactly the same way. They would much rather do a bit of admin and answer customer queries than having to convince people to buy a product from them. Did you know that being a good salesperson is often just a case of knowing your product inside out, and enthusiastically encouraging your prospects to buy the product.

There are a few basic guidelines in being a good salesperson that you would do well to follow:

Be attentive so that you can pick up on the prospect's buying signals during the early stages of your sales pitch

You need to believe in the product or service that you are selling

Become skilled in communicating effectively by being a good listener and having a positive attitude while being transparent. More often than not, salespeople are talkers. By taking the time to ask questions and really listening to your prospect's answers will give you a better idea of what they want

Be confident, friendly and approachable and convey to your customers that you are there to help them and not milk them

Your body and voice tone says a lot about you

When you explain the benefits and features of the product, keep it simple and make sure that the most important part of your sales pitch comes across the clearest. Take care to highlight benefits more so than features

If a customer is rude do not retaliate, be polite and say what you need to say

Most of all, you should have integrity in that you never lie to the customer about the value of the product you are selling

Know how to close and close again should there be any objections you need to overcome. The ABC of sales - Always Be Closing

Do extra research on the product you are selling so that you are well equipped to answer any questions your prospect might throw at you

One thing that should really motivate you as a salesperson is the fact that you will never be out of work in being the ultimate salesperson. You may feel a little downhearted at times due to being rejected more than once when cold calling, or knocking on doors, but at the end of the day, nothing beats the sweet rewards of making that sale, and viewing selling as a form of art. This is exactly what "The Ultimate Salesman" eBook goes on to show.

Anthony Khoury

at The Small Business Doctor

Aspiring entrepreneur and marketer. Loves building start ups and small business in general. Just released a book called The Beach Bum Millionaire: How to build a Million Dollar Business The Lazy Way

Comments (4)
John Belchamber

John Belchamber, Owner & Senior Consultant at Invoke Results

Great article Anthony, thank you for sharing. I remember doing a stint of telemarketing many years ago and I had a mantra that I wrote out and stuck onto my computer screen - 'every no is a step closer to a yes'. I found this gave me the motivation to keep making calls and as the number of calls rose, so did my experience and eventually the number of yeses I received. Onwards & Upwards!

Eric Phuah

Eric Phuah, Director at

Thanks for the useful tips and encouragement Anthony! I'm just about to start marketing my product and becoming a salesperson, so these should help immensely.

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