Hiring a good salesperson is not always an easy task, especially in the current context where finding the right candidate is becoming increasingly challenging. Sometimes, it may be interesting to broaden your horizons and take the risk of hiring someone who wants to start a career in sales but who does not yet have the technical skills. But how do you know if they have the potential to become an asset for your company? Let me tell you about the essential qualities to look for in a person you want to hire.

In addition to technical skills that can be learned, there are essential human qualities to develop in order to stand out as a salesperson:

  1. Loving their company and the services/products it offers

If a salesperson does not believe in what they are selling, it can be difficult for them to persuade potential clients of the importance of those products or services. On the other hand, a passionate and convinced salesperson about their company and offers will have an easier time conveying this passion and conviction to their clients.

Loving what you sell also implies a deep knowledge of the products. A salesperson who knows their company and its services well will be able to provide precise and detailed information to potential clients, which can strengthen the credibility and trust of the client towards the company. They will also be more inclined to work hard to successfully promote and sell them.

2. Emotional intelligence

A salesperson with strong emotional intelligence will be able to develop stronger and more durable relationships with their clients, by actively listening to their needs, understanding their concerns, and empathetically responding to their expectations. They will also be able to handle difficult situations with calm and professionalism, remaining focused on the goals to be achieved while being attentive to everyone’s emotions and needs.

3. Knowing how to accept rejection and not taking it personally

In this job, it is inevitable to face refusals, objections, and criticisms from potential clients. A salesperson who does not know how to handle rejection risks quickly becoming discouraged and losing confidence in themselves.

However, a salesperson who knows how to accept rejection can draw valuable lessons from it to improve their performance. They can use these experiences as opportunities to better understand their clients’ needs and expectations, as well as to refine their sales techniques. Moreover, a salesperson who accepts rejection with grace and professionalism is more likely to maintain a positive relationship with the potential client, even after a refusal.

4. Having a developed sense of listening

A salesperson must be able to listen carefully to the needs and concerns of their potential clients to offer them adapted solutions. By listening carefully to clients, a salesperson can better understand their problems and expectations and thus propose solutions that meet their specific needs. Moreover, they will be more likely to gain the trust and loyalty of their clients. If a client feels listened to and understood, they are more likely to trust the salesperson and consider their offers as relevant and useful.

5. Being creative

Being creative is an important quality for a salesperson. Potential customers are often exposed to many competing offers, and a salesperson who can stand out with creative ideas can attract customers’ attention and differentiate themselves from the competition.

Creativity can also help a salesperson develop innovative solutions to meet the needs and expectations of customers. They will be able to develop original sales techniques and find effective ways to promote their company’s products or services, develop visual presentations and innovative marketing materials that can further capture potential customers’ attention and convince them of the usefulness and relevance of their offers.

6. Having strong communication skills

A strong communicator should be able to convey important information clearly and concisely, using simple and understandable terms. They should also be able to adapt to their audience, using appropriate language and tone based on the expectations and needs of their potential customers.

In addition, they will be able to establish strong working relationships with their colleagues and team. They will be able to work more efficiently in a team, which can help achieve the company’s objectives more quickly and effectively.

7. Being resilient

Being resilient is an important quality for a salesperson, as this profession often involves facing challenges and difficulties. A salesperson who can bounce back quickly after a failure or disappointment is more likely to succeed in the long term.

This involves being persistent, determined, and confident in oneself, even in difficult situations. They will be able to remain focused on their objectives and find creative ways to overcome the obstacles that arise.

8. Ethics

Ethics is an essential quality for any successful salesperson. They must be honest and transparent in their dealings with their clients. A salesperson who demonstrates high ethical standards will build trust and credibility with their clients, leading to more successful sales.

9. Humility

A salesperson who is humble is aware of their limits and weaknesses and is open to the ideas and opinions of others. This can help them work effectively in a team, continuously improve, and establish good relationships with customers.

They will be able to recognize their mistakes and failures and use them as opportunities to learn and improve. This can strengthen customers’ credibility and confidence in the company, as they see that the salesperson is honest and transparent in their approach. Humility can help a salesperson be more respectful towards others, communicate better, and work more effectively in a team.

10. Offering Effective Follow-up

Effective follow-up helps maintain a relationship of trust with customers, address their concerns, and ensure they are satisfied with the company’s products or services.

An advantage in terms of Cross and Up-selling! Effective follow-up can help a salesperson identify additional sales opportunities with existing customers. By keeping regular communication with customers, a salesperson can better understand their needs and expectations and offer additional solutions that meet those needs.

Your turn to play!

Article written by Estelle Vanderhaegen – CEO of Beehive

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