What makes a salesperson great?

We often ask this question when working with sales teams. Salespeople and sales managers typically respond with words like ambition, persistence, drive, passion, organization, hunger, self-motivation, and an uncompromising desire to succeed, to name a few. Of course, ambition and a desire to succeed are essential, but do they tell the whole story?

Most salespeople answer this question the same way: from their perspective. Interestingly, few salespeople respond to this simple query from the view of the prospect or customer. People who buy and have never worked in sales respond differently when asked what makes a salesperson great. Would persistent, hungry, and driven be on their list? Is that what your prospect wants?

To be a great salesperson, one must consider everything from the customer’s perspective. Prospects and customers want to know they can trust us, that we can help them, and that we care about them. A great salesperson can convey these feelings with their questions, solid listening skills, and responsive and thorough followthrough.

There are many ways to answer the question: What makes a salesperson great? In addition to what can make you a successful salesperson, consider what your prospect or customer would say are the traits of a great salesperson. It’s not about what you say but what you ask and do.