From my interactions with sales people, here are a couple differentiators I have noticed
1. Sheer relentlessness - A good sales person will follow-up on a lead to an extent you and I may consider excessive. They will make call after call, bouncing back from rejection with an unsettling ease.
2. Preparation - Good sales people are very prepared. Customer says they can't afford it, sales guy has a prepared comeback to keep the deal alive. Customer suggests a free pilot, sales guy gently deflects back to closing a revenue deal. These aren't off the cuff interactions but studiously prepared counters to sales objections.
3. Ask good questions - Really good sales people are great at asking questions that help them understand what the customer needs so they can customize their pitch to hit the sweet spot.
4. Are honest - Ok, this one surprised me. Like most people, I had the stereotype of the slimy sales guy in mind but I have been very pleasantly surprised at the number of sales people that pull the product guys aside before a customer visit to basically say "don't bullshit". They care more about the trust the customer has in them than the quick buck. Yes, really
1. Sheer relentlessness - A good sales person will follow-up on a lead to an extent you and I may consider excessive. They will make call after call, bouncing back from rejection with an unsettling ease.
2. Preparation - Good sales people are very prepared. Customer says they can't afford it, sales guy has a prepared comeback to keep the deal alive. Customer suggests a free pilot, sales guy gently deflects back to closing a revenue deal. These aren't off the cuff interactions but studiously prepared counters to sales objections.
3. Ask good questions - Really good sales people are great at asking questions that help them understand what the customer needs so they can customize their pitch to hit the sweet spot.
4. Are honest - Ok, this one surprised me. Like most people, I had the stereotype of the slimy sales guy in mind but I have been very pleasantly surprised at the number of sales people that pull the product guys aside before a customer visit to basically say "don't bullshit". They care more about the trust the customer has in them than the quick buck. Yes, really