July 11, 2011 by Bob Hill
Posted in: closing, In this week's e-newsletter - Sales & Marketing, Industry Spotlight - Sales & Marketing, Latest News & Views - Sales & Marketing, negotiating, New Research
Sales expert and author Steve Martin has interviewed more than 1,000 salespeople over the past decade. The goal: To determine whether top salespeople have common traits that contribute to their success.
Martin’s research revealed seven personality traits the majority of sales superstars have in common (and how each trait contributes to their success)
- Modesty: More than 90% of high-performing salespeople exhibit high levels of humility, a key trait that helps them avoid coming on too strong or talking when they should be listening.
- Conscientious: 85% of great reps have an informed conscious, which makes them more likely to admit mistakes, as well as deliver on their promises.
- Achievement orientation: More than 80% of top performers set consistent goals, continually raising the bar on their own expectations.
- Curiosity: 82% of A-players have a natural curiosity about prospects, the industry, top competitors and industry trends.
- Lack of gregariousness: Top reps have a natural ability to sway prospects to their way of thinking without seeming demanding.
- Lack of discouragement: Top reps rarely take rejection personally, which — in turn — allows them to avoid time-consuming slumps.
- Lack of self-consciousness: Top reps have no shame, which comes in handy when they’re constantly trying to get their foot in the door.