There are many ways to define and quantify what an “all-star sales representative” is by paying attention to key metrics such as sales funnel leakage, average deal size, conversion rates, quotas, and revenue overall. While these metrics are important in sales and management, they are really just indicators for what an all-star sales rep is, but it does not highlight the traits and mentality that help a sales rep attain this level of recognition. More often than not, when we talk about the success of great individuals we rarely discuss their failures and their outlook toward life, as sales is an industry that revolves around people and servicing a variety of industries, personality plays a bigger role than you would think.
Majority of sales positions operate primarily on a commission based salary, and with that comes a fair amount of stress. This stress can cause some sales representatives to operate unscrupulously when it comes to getting a sale, adopting a “whatever it takes” mentality. This is a perfect example of what not to do if you are trying to build a reputation with clients. In the long run, it is better to be honest and straightforward with any new / current client as it builds trust between two parties but may also open the door for future referrals when a client sees that you have the best interests of their company in mind. In short, no one likes a liar, especially when it directly impacts their business!
Having a positive and upbeat attitude in sales goes a great length. A positive attitude enables you to sell with confidence and allows you to extend that confidence to the consumer or client. When it comes down to a great product, having a positive attitude will further influence the client to buy.
Have you ever dealt with a sales representative that has a so-so attitude when trying to sell you a product? A so-so attitude won’t convince a client to move forward if you don’t sound like you believe in the product. Even so, if a product is absolutely phenomenal it all comes down to the attitude of a rep, and how they interact with a client, that is what drives business.
Patience is a relatively important trait to have when it comes to working in the sales industry as it is unlikely that every client you pitch will be ready to jump immediately. Some clients take longer than others to make a decision, this depends on the chain of decision-makers, the size of the business, and the overall eagerness of the client to adopt a new platform, program, or product. It is often times more beneficial to be patient and nurture your client down the sales path, working with them to address any questions or concerns as this level of dedication can only increase your odds of closing a sale.
By providing merchant services to a client you are giving your customers access to the lowest prices, without sacrificing great service. These low costs allow businesses of all sizes a chance to lower their monthly overhead, increase employee benefits, and grow their business with infinite possibilities.