Top Sales People Share 18 Traits, Seattle Business Consultant Terry Corbell

FEDERAL WAY, Wash. - April 14, 2013 - PRLog -- When interviewing salesperson candidates for optimal revenue potential, don’t make the mistake of hiring the most extroverted applicant if the person can’t demonstrate 18 sales attributes, advises Seattle business-performance consultant Terry Corbell.

“Top salespeople share 18 attributes, not one of them is whether they’re extroverted,” says Mr. Corbell, a management consultant since 1992, who publishes the business-coaching portal, The Biz Coach, http://www.bizcoachinfo.com.

The Biz Coach has more than 600 articles in eight categories: planning, operations, marketing/sales, finance, tech, HR, public policy and Wall Street. Nearly 200 articles deal with marketing and sales strategies (http://www.bizcoachinfo.com/archives/category/marketing_sales).

“True, great salespeople are assertive, but in many ways,” adds Mr. Corbell.

So, he counsels sales executives to consider reviewing their hiring and recruiting techniques. Additionally, Mr. Corbell writes exemplary talent management is one of six traits of a winning sales organization  (http://www.bizcoachinfo.com/archives/33).

He also advises salespeople to assess their strengths and weaknesses and make the necessary changes to become a top producer.

The profit professional outlines the salient salesperson qualities:

1. They use due diligence in searching for needs to fill.

2. They persevere in sales calls – by focusing on daily footwork vis-à-vis sales goals while targeting the right persons.

3. They’re great listeners to their prospects, and sometimes have to know how to read between the lines.

4. They empathize with the concerns of their customers – and convey concern about their customers’ welfare.

5. They show enthusiasm but with good etiquette and respect – a serious side in order to be taken seriously.

6. They focus on understanding the needs of their customers. They’re magnanimous, not needy, and continually research customers’ target audience and their industries.

7. They’re critical thinkers and have thought leadership in order to develop and apply solutions.

8. They constantly assess their successes and failures – then fine-tune their approach and strive to provide value to help their customers make money.

9. They pay close attention to details and manage the affairs related to their accounts.

10. They express gratitude to customers – they know a simple thank you goes a long way to strengthen relationships.

11. They prevent buyer’s remorse.

12. They aren’t defensive when criticized. Instead, they take notes.

13. They assertively communicate and stay in touch with customers.

14. They avoid taking shortcuts, and never ask anyone to do the work they need to do themselves.

15. They treat customers like they would in a good marriage by providing added value whenever feasible.

16. They don’t constantly cut prices just to make a sale – they know the value of both their products and services.

17. They manage time well – for both them and customers.

18. They make sales fun.