Those who work in sales are well aware that the soft skills are what make for an excellent candidate. The job isn’t just about knowing the product or service they’re selling through and through – it’s about knowing how to read people, how to anticipate their responses and deciding in the moment which tactics to use so as to steer them in the best direction. Being successful in sales is not about being a shark, or tricking customers into a purchase, but it’s about evaluating the customer’s or client’s needs, and determining how those needs can best be served.
Sometimes in the sales sector, new employees simply don’t work out. They get let go because they don’t embody the right sales personality that would enable them to meet the quotas required of them. If you’re a manager preparing to hire new staff, keep the following qualities in mind when meeting with applicants, and to ensure accuracy, use tools like a sales personality test available through companies like SalesTestOnline to measure these traits plainly as compared with an ideal target profile.
Drive, Enthusiasm, And Motivational Style
Passion in key when it comes to selling a product; the applicant should exhibit belief in what the product or service can do and how it can better the lives of those it is being pitched to. They should also remain positive throughout their interactions and be able to motivate those on the call to action by bringing a well full of knowledge and the pride they have for their company together. When you utilize sales aptitude tests for your business you can know — before even beginning the interview process — whether or not a new hire has these qualities.
Assertiveness Over Aggressiveness
Prospective customers can react sensitively to the energies of those that are contacting them, particularly if those energies are forceful or antagonistic. Strong salespeople will find an appropriate balance between asserting their position, and giving clients some breathing room to think, ask questions, or consult someone they trust for a second opinion. It’s not about how quickly a sale can be made, but about the follow up. After all, it is better to spend more time on someone who could become a loyal, returning customer.
Ability To Listen And Problem Solve
Those who do well in sales understand that listening attentively to the customer on the other line will be what determines which product or services they make a point of mentioning on the call. A salesperson should be a problem solver with a suite of soft skills who are adept at working with the customer to see how their product of service can benefit them, take them out of a bind, or save them time and resources.
Ability To Pace Themselves
In some sales circles, it’s all about stamina; cold callers for example must be able to pace themselves throughout their work day so they may give the same amount of energy to the final call at the office as they did to the first one of the morning. Stamina also concerns their ability to hear the word “no” and use it as fuel for the fire; to work day in and day out without succumbing to discouragement.