Every Sales Manager’s dream: The Perfect Salesperson. High personal sales production. Eager to come to work on time. Excited about the department reaching its quotas. Tactful, polite, and well-behaved at Christmas parties.
Seldom drinks; never embarrasses anyone. Rarely questions the Sales Manager. Always the most cooperative person on the showroom floor. Excellent rapport with existing clientele. Eager to prospect for new business. Dresses and grooms professionally at all times. Rarely asks for a house deal. A dream, or a potential reality?
How many “Perfect Salespeople work at your dealership today?
For as long as there have been salespeople, there have been “good” ones and “bad” ones. For just as long, Sales Managers have been looking for the perfect salesperson — the person who not only meets sales goals, but who cooperates without being a prima donna. Managers look for the salesperson who will loyally stay with the dealership for years, all of the years being highly productive in sales and profits.
Based on observations of top-flight salespeople, they possess the following characteristics:
A strong drive to be successful
The top-flight salesperson dislikes periods of inactivity. They always need to be doing something, and the activity is normally in the area of producing future business. They have persistence and tenacity that helps them succeed over the long-run.
High levels of energy
The real pros take care of their health. They exercise regularly, watch their weight, eat properly, and maintain themselves in excellent physical condition. They know their high energy level contributes to their success.
Anticipation of success
They have positive expectations of results. They realize that their attitude and mental outlook have a great deal to do with the results they create.
Sensitivity, combined with assertiveness
Top-flight salespeople have a keen awareness of where the prospect is relative to buying, as well as the assertiveness to guide the prospect towards doing business. They know when to back off, as well as when to move forward. They possess the delicate balance of empathy and ego drive.
Ability to think and act quickly
They’re spontaneous in their thoughts and actions. They know their prospects, their RVs; so they’re more relaxed and comfortable than the salesperson who can only perform well if the prospect should just happen to want to buy. Their spontaneity and openness build credibility and trust with prospects.
High self-esteem and independence
Top performers don’t need to look to others for emotional support. They can function well if left alone to plan and work their prospects, and follow-up with their clients. They’re self-starters. Others admire their self-esteem.
Skills in the art of persuasion
They quite naturally want to persuade prospects and clients to move forward and make buying decisions. They capture attention quickly, arouse interest, listen well to clients wants and needs, and make presentations based on both the logical and emotional wants of their prospects. Their human relations skills enable them to develop positive relationships with everyone.
A need to succeed
Top performers thrive on challenges. Their driving ambition is to “win.” Because they recognize that establishing “win/win” relationships is the key to creating more long-term profitability, they constantly seek ways to solve for clients so both parties actually win.
Focus on goals
Top performers set goals which challenge them to stretch and grow professionally, and they’re persistent in their drive to achieve and surpass their goals. They don’t easily quit. They dress and groom according to their industry norm to create a professional image so they can reach their goals faster.
Honesty with themselves
They constantly strive to know themselves totally, and the admit and accept their limitations. Self-evaluation enables them to maximize use of their inherent and learned talents, while not being unrealistic in their expectations of success.
Optimism
They anticipate achievement of their goals, almost to the point of having a “vision.” They avoid negative thoughts, destructive pessimism and cynicism. Positive expectation of success enables them to overcome obstacles along the way toward their goals.
Comfort with the title “Salesperson”
The best salespeople see themselves as true professional salespeople. They don’t hide behind titles like: vehicle consultant, product specialist, etc. The real pros have a strong belief in sales as an honorable profession.
Belief in their product and services
Because persuasive communication requires congruent expression of words, tone of voice, and non-verbal messages; total belief in their product enables these special salespeople to produce at high levels. If there is any doubt or hesitancy in the sales message or any lack of belief in the value being offered, the sales opportunity may be lost.
Looking to become all you can be in RV sales, then you need The Blueprint for RV Sales Success. Visit http://www.salestrainingstore.net/rv-blueprint.htm.