Sales Notebook
Successful Sales Traits
Savvy sales people know about the industry. They keep up with the rules, understand about compliance issues and adhere to a long list of federal marketing guidelines
It’s okay if the salesperson is not savvy when you hire them—there is time to learn. Education and training are powerful forces for creating the salesperson that becomes a street smart overachiever. Anyone can become a savvy sales rep when they are taught what to look and listen for.
To warrant the description of “savvy” takes time, but these reps are usually fast learners and realize that people do business with people, not with those with the nicest notepads or tricolor pens. They create a sales message that people will remember.
Savvy salespeople have an abundance of one admirable trait: patience. They will make three or four (or more) calls waiting for that first order. They understand the law of averages and know that the more calls they make, the more likely they are to get new business. They will stay on top of the account until there is an issue with their competitor and the referral source agrees to give them a chance. They know that victory may not be immediate, but that in time they will reap the rewards of their efforts.
If you hire a smart person, in time you will have a savvy sales rep… it’s just that easy. Don’t hire people for who they know or what they promise you. Hire them for who they are today, and what they could become in time. Don’t hire promises but good, honest, sincere, dedicated people. Hire people who want to learn and are motivated, and soon you will have a savvy salesperson on your team. And who knows, maybe you have one now who can begin teaching others about how to build their own savvy traits.
Louis Feuer, MA, MSW, is president of Dynamic Seminars & Consulting and founder of MedComment Center, an online program for surveying patients and referral sources. He can be reached at 954-838-7504 or via www.medcommentcenter.com.
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