Characteristics of Successful Salespeople With Jimmy Dearborn
Everyone has what it takes to be a successful sales person. ‘Selling’ is a skill like any other, it requires patience, hard work, and dedication if you want to improve. As the VP of Sales at National Protective Services, sales didn’t always come naturally to Jimmy Dearborn. With over a decade of experience, Jimmy Dearborn has identified five key characteristics that you need to be a successful salesperson. From passion to empathy, these are skills required to master the art of selling.
1. Cultivate Trust
According to a study conducted by Hubspot, 92% of buyers trust referrals from people they know. Your goal, as a salesperson, is to build trust with your potential customer or client. Nothing builds trust quite like knowing everything there is to know about your product/service and industry. Jimmy Dearborn explains that being able to speak about the latest trends, innovations, and history of an industry is a great way to instill trust in your client. People want to believe that you’re not just recommending a product because you work for the company, but that you’re an expert in the subject and have chosen this particular product and company to represent because it is the best.
2. Be Passionate
The best sales people believe in what they are selling. Jimmy Dearborn explains that passion is one of the greatest traits a sales person can possess. In addition to being able to showcase the depth of your knowledge and expertise, passion can make a sales call feel like a conversation — it just flows. Your interaction with a potential client doesn’t need to feel inauthentic and ‘salesy’, especially if it comes from a genuine place. Dearborn explains that the best way to connect with your passion is to make a list of all the reasons you stand behind your product or service. What impact has it had? Do you have success stories? Can you share your own personal experiences? If you can verbalize to a potential client why you believe in what you’re selling, there is a greater chance that they will too.
Sales, like networking, can feel intimidating. However, it is important to realize that the focus should be entirely on the other person. Jimmy Dearborn explains that great sales people are empathetic, and are highly attuned to the needs, desires, and wants of the potential client. More than selling a product or service, a successful sales person shows a genuine interest in getting to know someone — they focus on relationship building. You don’t actually need to talk about yourself as much as you might think, which takes a lot of the pressure off. In addition to showing genuine interest, Jimmy Dearborn explains that great listening skills are what help close the deal. Remembering what your client told you and re-iterating it weeks later is a great way to make them feel heard, understood, and like you are putting their needs first.
4. Look for Solutions
When you think of creative professions, you probably don’t imagine ‘salesperson’ being one of them. However, Jimmy Dearborn explains that successful salespeople have to be creative, look for solutions and solve problems on the go. If you’re trying to find the right fit for your client, you have to be able to come up with creative solutions and think on your feet. People are complicated. No two clients are the same, nor are they looking for the same thing, so you need to be able to flip through your rolodex and tailor it to their specific needs.
5. Know How to Close a Sale
Lastly, Jimmy Dearborn explains that a successful salesperson needs to be comfortable closing a sale. Talking about money is not only taboo, but it can be down-right uncomfortable. Becoming comfortable with talking about numbers is an asset that will not only help you sell with confidence, but navigate even the trickiest of sales situation. If you’re comfortable, your client will be comfortable.