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11 Traits ofOutstanding
Salespeople
Prof. Abhishek Khadtare
SIBM, KAMLAPUR
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Challenges – Time Management
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Trait 1: Positive attitude and
enthusiasm
• The No. 1 separator
of great, good ad
poor.
• The perso of attit!de"the #ier$ %eads
prospe&ts to the sa%e.
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Trait 2: Belief in the company
the product and self
Self-belief is the No. 2 ruleof sales success.
You must believe that your product and company are the best.
And you must believe thatyou are the best. Real winners
believe they'll win.
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Trait !: Sense of "umor
M!st Ko#
'here to speak
(o# to speak'ho) to speak
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Trait #: "ealthy $go
• *S!&&essf!%
sa%espeop%e !se
hea%th+ egos to
)eas!rei)proe)et.
• Ask, *#hat &o!%d I
hae doe better-
• 'hat hae I %eared
fro) this &a%%-
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Trait %: &istening S'ills
• A tr!%+ great sa%esperso
%istes, ot to get
ifor)atio to )aip!%ate,
b!t to assist i serig
the &!sto)er.
• As the sa+ig goes,
*speak %itt%e, %iste )!&h,
ad be s%o# to ager.
• (o# )!&h do +o! &are-
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Trait (: Building )alue
• /a%!e 00 per&eied orrea% 00 is the o%+ thigthat separates oeprod!&t fro) aother,other tha pri&e.
• Per&eied a%!e&o!ts )ore tha rea%
a%!e.• The a%!e se%%ergeerates profit ad%o+a% &!sto)ers.
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Trait *: +se of creativity
• Ma+ ti)es prod!&tsor seri&es appear thesa)e to the &!sto)er.
• reatiit+ b+ thesa%esperso i theareas of approa&h,presetatio adfo%%o#0!p #i%% he%p a#ier e)erge.
• Be differet
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Trait ,: -ocus on the second
sale
• Near%+ 23 per&et of
a%% sa%es are prod!&ed
b+ #ord of )o!th.
• 4er+thig +o! do)!st be ai)ed at the
se&od sa%e.
• o&etrate o
&reatig *Raig
5as.
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Trait ./: "elping others
• Se%%ig for the %oe ofhe%pig others get#hat the+ #at, rather
tha the %oe of)oe+.
• Moe+ is #hat others)eas!re +o! b+.
• (e%pig others %eadsto f!%fi%%)et.5!%fi%%)et is ho# +o!)eas!re +o!rse%f.
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Trait 1.: Commitment
• 6o! eed to hae
&o))it)et...rea%
&o))it)et to #hat
+o!7re doig.• Tota% ad f!%%
&o))it)et.
• If +o! are ot
&o))itted
8 get o!t.
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Trait 11: Passion and desire to
e0cel
• This is a persoa%&hara&teristi& that iseidet to others b+their e9hibitedeth!sias) for #hatthe+ do.
• No pri:e i sa%es forse&od p%a&e.
• Passio #i%% )ake !pfor a )!%tit!de of)istakes.