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Personality – An
Essential Component of Sales
Personality is possibly one of the most important components to
sales. There are just certain types of people that others are
willing to buy from. This can easily be learned it is an attribute
that can be adjusted and deals with things like habits, skills,
and the way people respond to social situations. Other people
believe that personality is everything that a person is.
What is Personality?
Personality is the powerhouse that makes the difference between a
good, an ok, and a poor sales person. Good sales people have a
dynamic and engaging personality; they are upbeat, attentive and
take the time to listen to the perspective customers. Ok sales
people have most of these aspects down but may not be as dynamic
or engaging and poor sales people end up failing to engage their
customers or fail to understand consistently what their
perspectives are looking for.
Personality is something that can be changed, modified and
improved on. A salesperson must be willing to look at the
personality and character they are presenting to the prospects in
order to learn new and better ways of presenting themselves and
increase sales potential. An observation of excellent salespeople
will show that they are generally bright and have a presence that
seems to draw others to them. It is reflected in every aspect of
their person, from facial expression to the look in their eyes and
the way they hold their bodies.
Personality and character are not the same thing; however they are
closely related to each other. Personality is what others perceive
and character is what is really there. These two are very
different and learning how to change aspects of personality and
character in order to improve sales potentials is one of the
necessities of being an excellent salesperson.
What makes up personality and character?
Part of what makes character and personality is the habits that
over the years have become part of daily routine and life. By
altering some of these habits and discarding others, character and
personality can easily adapt and change to bring out the full
potential within someone to be a creative salesperson.
How to alter or change personality and character
There are some steps to changing character and personality. The
first one is to look at exactly what habits there are and break
them down into categories. Analyze each aspect of the personality
or character habits that were discovered. What type of sales seem
to bring in the most business, can the salesperson read body
language, and is he or she naturally a people person or do they
tend to be on the outside of a group. All of these are things to
consider when looking at habits and personality. How were manners
and presentation where there interruptions, was the conversation
monopolized by the sales presentation? This type of questioning is
essential to locating where the faults in a personality are so
that they can be changed to increase sales potential.
The second thing is for the salesperson to be able to rely on
themselves. There are times when delegating or relying on others
is essential but in order to become a well-rounded sales person
that is strong and confident knowledge of all the areas that
pertain to the sale is important. This includes knowing about
shipping, distribution even information about the manufacturers.
Knowing this information and being familiar with the various
aspects that go along with a sale and not just the basics of the
product itself is shown in the way a salesperson moves and speaks.
That confidence is transmitted to the customers. An excellent
salesperson relies on his or her own judgments and opinions and
not just the opinions of others.
Source:
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