Sales is an incredibly competitive profession, with the majority of business being conducted by a small percentage of salespeople. So, what distinguishes you from your peers? What makes you uniquely appealing to potential buyers? In other words, what’s your secret sauce? What personal identity propels you to the top of your game?
Upon closer examination, several key attributes help you stand out as a salesperson. Firstly, excellent communication skills are crucial. Understanding the customer’s needs and presenting tailored solutions are essential. You must think quickly on your feet and provide prompt responses to customer inquiries or concerns.
Secondly, building relationships with customers and prospects is vital. People are more inclined to buy from someone they know and trust, necessitating strong interpersonal skills. Connecting with individuals is pivotal in driving sales.
Thirdly, comprehensive knowledge of your products, services, and industry is imperative. You need to be well-versed in your field, and able to offer accurate information and advice to customers.
Fourthly, strong problem-solving abilities are essential. Being able to swiftly and efficiently identify and address potential issues instills trust in your customers, assuring them that their problems will be resolved.
Lastly, possessing a strong sense of confidence is crucial. Believing in yourself and your ability to close deals is paramount. Self-assurance helps you stay focused and motivated while dealing with customers and prospects. It also showcases your expertise, establishing trust and reliability.
However, all the aforementioned qualities, although vital for success, may not necessarily make you truly unique and stand out. While they enhance your performance, the missing ingredient is genuine care for your clients and their needs, prioritizing service above personal gains, such as fees or commissions.
My father, who was a salesperson, went above and beyond to assist his clients in ways that surpassed expectations. When selling a house, he would offer help with plumbing and electrical repairs for the new buyer. In his previous role as a merchandising broker, he would step in and lend a hand during short-staffed situations, unloading inventory, and aiding in repairs.
Even though my father passed away over a decade ago, his clients still reach out to me, expressing incredible gratitude and appreciation. That was his secret ingredient. He genuinely cared and went the extra mile, which set him apart from his peers.
So, as a salesperson, remember that while mastering the necessary skills and attributes will undoubtedly improve your performance, it’s your sincere concern for your clients and their well-being that truly differentiates you and makes you shine.
Written by: Hans Hansson
Hans Hansson is the President of Starboard Commercial Real Estate. Hans has been an active broker for over 35 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email [email protected] or call him at (415) 765-6897.
