In this episode, you’re going to learn the 5 traits of the worlds top, performing sales professionals. I’m also going to share how you can test if you have some of these sales traits, completely free at the end.

If you’re a fan of

the Salesman.org Youtube channel, you’ll know we create sales success training

content based around specific traits of sales success.  But today in this video I’m going to give you

a high level overview of 5 of the traits that all high level sales

professionals possess so that you can start to implement them into your sales

game too.

#1 No people pleasing

The first trait of

high performing sales professionals is to avoid being a “people pleaser”. I

define a people pleaser as –

“Someone who will please others at the expense of their own needs”.

Whilst the act of

“people pleasing” might on the surface seem like a positive trait to have for a

sales professional, it isn’t. B2B selling is all about –

Giving AND taking value.

People pleasers

tend to give in abundance and expect the prospect to respond in kind. When they

don’t, the people pleaser become passive aggressive towards them rather than

being assertive in making their asks.

Think of it this

way, when a extremely high level deal maker like Warren Buffet walks into the

room, do you think he exhibits people pleasing behaviour of –

* Constantly agreeing with people* Feeling personally responsible for how other people feel* Having an inability to say “no”* Feeling uncomfortable is someone is angry* Changing your behaviour to make others comfortable

Of course he

doesn’t. He walks into the room, is himself and gets the deal done. So if you

exhibit any of the people pleasing behaviours I just outlined, you need to

knock this negative trait out of yourself.

#2 Aggressively qualifying

Next, high

performing sales professionals aggressively qualify and disqualify their

prospects.

Successful people

lack time. They’re busy and so they won’t allow themselves to waste time on

unqualified prospects.

When talking to

your potential customers, ask questions that judge whether they’re a good fit

for you.

A simple

qualification process follows the acronym BANT –

* Budget: Is the prospect capable of buying?* Authority: Does your contact have adequate authority to sign off on a purchase?* Need: Does the prospect have a business pain you can solve?* Timeline: When is the prospect planning to buy?

When you uncover if

a prospect is qualified by asking the following questions, you immediately

reduce the risk of wasting time with prospects who like talking but will never

spend cash with you –

* Budget: Is this an important enough priority to allocate funds toward?* Authority: Who else will be involved in the purchasing decision?* Need: What do you think could solve this problem? Why?* Timeline: How quickly do you need to solve your problem?

Qualify quick and

aggressivity at the top of the sales process as that’s what the worlds top

sales professionals do.

#3 Plan ahead

Thirdly, the sales

elite plan ahead

Rarely can a

salesperson just stroll into a sales pitch, make it up as they go along and

have success.