When I worked in the agency world, there were certain individuals who could always be counted on to bring in the big clients. My boss used to say that these guys had “the magic touch,” but that wasn’t necessarily true. They actually possessed very concrete traits, including the following:
Good Listening: Top salespeople don’t go into a client meeting and dominate the conversation. Instead, they get the customer talking about what pains him and what he needs. They ask probing questions until they can determine the best way to solve the problem.
Concise Speech: People who close deals easily don’t waste the client’s time with a lot of irrelevant information. They communicate in a manner that’s easy to understand and follow and choose their words carefully depending on the specific situation.
Persistence: In most cases, even people will excellent persuasion skills will not be able to make a sale right away. A huge component of sales effectiveness is being able to stay focused and approach a goal from different directions.
Internal Motivation: Although some salespeople thrive based on external quotas and managers hovering over their shoulders, they are not in the majority. Top salespeople know how and when to begin an initiative and the steps they must take to see it through.
Confidence: The best salespeople are not deterred by negative customer reactions or temporary setbacks. They believe in themselves and their abilities, and this natural self-assurance makes it easy for customers to trust them.