Close Close
Popular Financial Topics Discover relevant content from across the suite of ALM legal publications From the Industry More content from ThinkAdvisor and select sponsors Investment Advisor Issue Gallery Read digital editions of Investment Advisor Magazine Tax Facts Get clear, current, and reliable answers to pressing tax questions
Luminaries Awards

Life Health > Running Your Business

Are you for real? Seven characteristics of a real salesperson

Your article was successfully shared with the contacts you provided.

There’s a lot of talk about how the world of sales has changed. Pundits rant about the “new normal,” “new realities,” “Web 2.0,” etc. The truth? Nothing’s changed. People buy from people. Real salespeople remain experts committed to their customers’ success.

Real salespeople:

  • Are authentic–they are comfortable in their own style.
  • Learn what the customer requires to boost his or her business.
  • Ask question after question until they uncover the real issues.
  • Contribute innovative ideas and engage in an exchange of information.
  • Propose a reliable solution to impact the client’s business.
  • Are willing to walk away if there is not a fit.
  • Readily refer other resources–even if it’s their competition.

Whether these tips find you on holiday or diligently working in your office, your responsibility is to continually prospect for sales. If you’re not prospecting, your sales pipeline dries up. Top salespeople prospect continually. They don’t wait for the phone to ring with that perfect sales prospect. So talk to everyone, learn about others and share ideas–wherever you go. You never know: The person next to you might just be your next referral source or even your new client.