Matthew Abid of Michigan leads the sales department of an energy firm, where he is tasked with ensuring the success of every sales team member. Matthew Abid of Michigan has always credited his success to his ability to help people see the value in what he is selling. Still, there are many other traits that successful sales reps seem to possess. Blessed to have worked with several highly talented sales professionals, Matthew Abid of Michigan will share some personality traits he believes are required to enjoy a successful career in the sales industry. Matthew Abid of Michigan hopes this article helps people considering a path in sales learn a bit more about the traits they will need to develop in their professional careers.
1. Passion
Passion is something that can rarely be faked. When Matthew Abid of Michigan speaks of his ability to help others see the value of what he is selling, he notes that this stems from a belief in the quality of the energy firm’s products and services. Sales professionals will have a much easier job hitting their target sales goals when their prospective customers can clearly see their belief in the product or service they are selling. Sales reps must be energetic and enthusiastic. A passion for the job and the product is essential to a long and successful sales career.
2. Confidence
Sales people typically have a presence when they walk into a room. Matthew Abid of Michigan notes that sales reps must feel confident about their ability to sell a product or service. Prospects can pick up on doubt and it’s a major red flag. The best way to gain confidence is to prepare. Matthew Abid of Michigan notes that a lack of self-confidence in a sale often comes from a lack of preparation. A sales rep can boost their confidence by preparing for all potential solutions and gaining experience.
3. Opportunistic
Matthew Abid believes that the best sales representatives are always aware of their surroundings. Sales reps must look at every opportunity as a chance to network. All information obtained must be leveraged appropriately. People want to buy from people they trust. Opportunistic sales reps are able to actively listen and hear things during initial meetings that they can utilize to build a connection. The more a sales rep can humanize themselves, the better they will become at closing deals.
4. Subtle
A lot of people new to sales will be incredibly direct. Matthew Abid of Michigan does not believe people respond positively to blunt force in sales. It is a much better strategy to educate a prospect on a product or service and establish a relationship built on trust. Most prospects want to feel that their sales rep cares about their needs. Those who fail to be subtle can often deteriorate their chances of closing a deal.
5. Tough
One thing that every great sales rep has is innate toughness. Matthew Abid of Michigan notes that even sales reps who do everything correctly can fail to close a deal due to circumstances beyond their control. This can be incredibly frustrating. However, sales reps need to be able to have a short-term memory and move on to the next lead. A sales rep with an inability to move on quickly will only hurt their chances of capitalizing on the next opportunity. Matthew Abid believes many sales reps show their toughness when they can learn something even when a deal falls apart.
Organized
Sales is a highly demanding environment. It can get chaotic rather quick when a sales rep is not organized. Matthew Abid believes organization starts and ends with a well-maintained calendar. Sometimes, the best thing a sales rep can do is block out certain times for preparation. Ending each day mapping out a structure for the day ahead is another common trait of successful salespeople. While the unforeseen may occur on any given day, it’s easier to deal with when a professional has a clear idea of what the rest of their day has in store.
Persistent
Great sales professionals are able to maintain a level of persistence without ever crossing the line to annoying. This is done via professionalism and touchpoints that are designed to keep the prospect’s best interests in mind. Again, it’s not about selling. It’s about presenting an opportunity to make the life of the customer much better by solving a problem they are facing or showing the value that can be added to their lives.
