Last week I attended DRIVE 2015, a sales event in New York City hosted by sales automation solution, TopOPPS. The keynotes included Kevin O’Leary of ABC’s Shark Tank and author Aaron Ross of Predictable Revenue. The sessions and panels covered insights on sales performance, sales effectiveness and sales enablement. Kevin O’Leary delivered a motivational and inspirational keynote, and as a salesperson, I listened wholeheartedly to his insights on what makes a great salesperson.
I was privileged and honored to attend the event, and whether you walked the floor, monitored #DRIVE2015 Twitter, or didn’t get a chance to experience it, here’s a look at the highlights from Kevin O’Leary’s views on the attributes of a great salesperson.
1. Great salespeople occupy the ground they walk on
Great salespeople have a certain confidence about them. They are able to walk into a room and own it. If you want to be successful, you need to walk into a room and let everyone know you’re there. This is not about being cocky or arrogant, but about presenting yourself in a way that commands respect.
2. Great salespeople understand the difference between sticky and gummy
When a great salesperson is going through a sales cycle and they notice it isn’t working, they get out of it. Great salespeople recognize that you can’t close every sale, so don’t get stuck pursuing someone you’re never going to close. You have to know when to walk away.
3. Great salespeople are not nice, but they are kind
If you’re too nice, you might not be trusted. People might assume that you’re lying in order to close the deal. Be honest with what you can provide, and don’t be afraid to say that your product is not a good fit when it isn’t.
At the same time, always, always, always be honest and truthful. Once you are caught in a lie when speaking to a buyer, your credibility is gone. They will never trust you again.
4. Great salespeople like themselves, but love what they sell
Great salespeople have enthusiasm about what they sell. They truly believe in what they are selling. If you do not believe in the product you are selling, how are you going to convince a buyer that it is worth it for them to spend their money on your product? You need to believe.
5. Great salespeople consistently hit their targets
A salesperson that accomplishes this is the most important salesperson in the company. They may not be the top sales guy, but with their consistency, they allow the management team to have accurate projections.
I’m exited to speak with enthusiasm about the products I love and envelop the attributes of a great salesperson. What attributes stood out to you?
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