What is the most desired trait of a great sales person?
Replies to This Discussion
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Permalink Reply by Craig Lockerd on
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I would say our old friend "Commitment" Fred. Commitment can change the facts of things,turn mere words into reality.The committments we make help shape and define our character,who we become as people.Think for a moment about any aspect of your life, past relationship,education,previous job or career,hobby,sporting activity......Ok, got it?...Now how did that turn out for you?.....Great?....Less than great?.....Now think about the Commitment you made to what you thought of and wasn't the outcome directly related to the Commitment or lack thereof? I know mine have.
Give me a Committed salesperson,and that's a pretty good start.....
Great topic Fred! -
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Permalink Reply by Fred G. Slabine on
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Thank you for your insight and thoughts. I agree with you commitment is extremely important.
Brian Tracy says: "The commitment to excellence is one of the most powerful of all motivators. All leaders who change people and organizations are enthusiastic about achieving excellence in a particular area"
What other traits are desirable in a sales person? -
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Permalink Reply by Tim Pendergast on
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I would say a person has to have a desire to be the best. You can train a person to sell, but to be that person who leads the board each month, they need the desire to perfect their craft. To go the extra step to be the best. I still believe to some this business comes natural. Then they perfect themselves and become great. But the middle of the board slow and steady guys are still a vital part of any store.
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Permalink Reply by Richard Emmons on
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Honesty. It is all bred and can not be trained. If every deal was worked with honesty from the meet and greet to the desk the auto industry, that store and person would thrive!
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Amen.... you get it.. others won't....
Richard Emmons said:Honesty. It is all bred and can not be trained. If every deal was worked with honesty from the meet and greet to the desk the auto industry, that store and person would thrive! -
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Permalink Reply by Brian J Walter on
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The most important trait in a great sales person is Trust. Trust is not in bred or can it really be trained. Even a untrustworthy person can, at times, be trusted.
The key is maintaining trust. Look, for example at President Obama. He did a great selling job in getting elected. I trusted him and voted for him. The hard part is maintaining that trust. Many people no longer trust Obama because he hasn't done anything for them lately.
It's the same with our customers. When they buy from us, they trust us. Great sales people maintain that trust by staying with the client and proving that they can be relied upon after the sale. Really, selling starts after they have said, "Yes". Great sales people realize this. -
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Permalink Reply by Craig Lockerd on
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Yes Brian, trust is key in any relationship....without trust you have zero.All the best word tracks,closes,the best building, vehicles, location and even price, all areforgotten if the client doesn't trust us!
Brian J Walter said:The most important trait in a great sales person is Trust. Trust is not in bred or can it really be trained. Even a untrustworthy person can, at times, be trusted.
The key is maintaining trust. Look, for example at President Obama. He did a great selling job in getting elected. I trusted him and voted for him. The hard part is maintaining that trust. Many people no longer trust Obama because he hasn't done anything for them lately.
It's the same with our customers. When they buy from us, they trust us. Great sales people maintain that trust by staying with the client and proving that they can be relied upon after the sale. Really, selling starts after they have said, "Yes". Great sales people realize this. -
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Permalink Reply by Tobias Sedillos on
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Absolutely! Honesty is the #1 trait for success, and the good news is that people can choose to work with integrity.
Richard Emmons said:Honesty. It is all bred and can not be trained. If every deal was worked with honesty from the meet and greet to the desk the auto industry, that store and person would thrive! -
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Permalink Reply by Craig Lockerd on
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Yes it is a choice,isn't it!
Tobias Sedillos said:Absolutely! Honesty is the #1 trait for success, and the good news is that people can choose to work with integrity.
Richard Emmons said:Honesty. It is all bred and can not be trained. If every deal was worked with honesty from the meet and greet to the desk the auto industry, that store and person would thrive! -
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Permalink Reply by Dave Laxton on
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I say it is a person who is passionate about this business (without passion, there is nothing) and who does their job with integrity. Integrity encompasses more than just honesty. If either of these are missing, there will be much less success than if both are present in a salesperson.
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Permalink Reply by Craig Lockerd on
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Thanks Dave it's great to hear from somebody that is out there on the blacktop doing it everyday!
Dave Laxton said:I say it is a person who is passionate about this business (without passion, there is nothing) and who does their job with integrity. Integrity encompasses more than just honesty. If either of these are missing, there will be much less success than if both are present in a salesperson. -
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Permalink Reply by Fred G. Slabine on
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Commitment, desire, honesty, and trust are all very important traits of a successful sales person. Another important trait is the ability to develop a friendly relationship with the customer. All too often, I’ve seen automotive salespeople develop that relationship late in the game, when they get close to a sale. Suddenly, in the middle of negotiations, their attitude changes and they are now acting like they’re truly on the customer’s side.
I suggest turning this around by developing trusting relationships right away. Top salespeople smile upon welcoming their customers to the showroom and make them feel at home. They show an interest in their customers’ family and personal interests. Knowing that most people want to buy from people they like and trust, they try to make an immediate connection. They actively listen to their customers’ wants and needs and nod or paraphrase their words so their customers know they’ve really been heard. Of course, they also have solid product knowledge and follow the key steps in the sales process, since both of these are also very important in developing trust and adding value.
Think about it. Who would you rather buy a big ticket item from? Someone you sensed was genuinely interested in you or someone who seemed more interested in his/her commission? Someone who answered all your questions competently and confidently or who had to continually refer to the product manual? Someone who helped you select the right vehicle for you—the one you liked and could afford—or who pushed her own (or the dealer’s) preferences on you? Someone who took the time to give you a great sales experience or who skipped important steps like accompanying you on an informative test drive where he or she could answer all your questions and concerns?
The sad fact is that 72% of people entering the showroom will not be greeted properly, and nine out of ten will not receive a great sales experience. We as trainers, managers, and owners have a responsibility to develop excellent sales people who not only make a good living and add to the dealership’s bottom line, but also provide a valuable service to their customers. For all of you that are doing this successfully, remember that you are changing people’s lives for the better. Good job! -
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