10 Sales Skills that Don't Require Natural Talent
Does it seem like some of your fellow salespeople in the office have a God-given talent for sales? It can be discouraging to work alongside such people when you feel you have to work as hard as you can to accomplish what they seem to do naturally. Don’t lose hope for your future in sales, though. According to Brian Dodd, there are 10 traits that successful salespeople need that don’t have anything to do with talent. And these might be aspects of selling that naturals overlook.
Humans are impatient beings. We can now look up information in a matter of seconds and if a website takes too long to load, we just go to the next one on the search engine results page. The fast food industry is thriving because we can get meals in a matter of minutes, cheaply and with zero effort. And you have a matter of seconds to grab and hold a prospect's attention during a sales call before they hang up on you. So, why should they be forgiving if you’re late for your sales meeting with them? No matter how naturally talented you are at sales, there’s not an easy way to redeem yourself for wasting a prospect’s time.
Someone who is naturally gifted at sales may not feel the need to put in as much effort to research a prospect before meeting with them. Once they know the prospect’s name, position and company, they may consider that to be enough information. However, you have more of a chance at success by doing enough research to know the potential needs and desires of both the prospect’s company and them as individuals. That allows for a human connection beyond the sale, which is often the deciding factor for a client when choosing between two salespeople with fairly similar products.
Your natural body language won’t work the same way on all prospects. Yes, you should always smile and have open body language that focuses on the prospect. However, research has shown that people tend to feel more comfortable around people with body language that is similar to their own. If you subtly study how your prospect sits and gestures, you’ll be able to respond with similar body language yourself. Other salespeople may not feel the need to change what has usually worked for them in the past.
These are only three of Dodd’s 10 traits; check out his article to find out the rest.