Sales Personality

SALES PERSONALITY  

Certain personality traits can be cultivated-

1.     MODESTY- Avoid lecturing or Professorship, remember “As you Say-as you know”.

2.     SINCERITY- Eye contact, Long term, conscientious handling of Customer’s business, problems and queries.

3.     COURTESY-  A Salesman remember not to:

a)     Be presumptuous about the way he sits down in a Buyers Office without being invited.

b)    Spread him all over his customer’s desk or counter.

c)     Go into see a buyer smoking or smelling of drink.

d)    Interrupt a trader who is serving one of his customers.

e)     Start talking in a haphazard way, which implies that a trader is not important to prepare for.

f)      Be careless about personal grooming.

g)     Let sales aid folder get dirty and crumpled.

h)    Be over familiar by using Christian name.

i)       Show lack of courtesy by not listening to a customer.

4.     FRIENDLINESS- A smile and warmth in his voice indicate sincerity.

5.     CONFIDENCE- Nervous mannerism spells out lack of self confidence.

                        Fingering coin, finger fidgeting, and ear-ums.

6.     ENTHUSIASM-  Reflects knowledge and belief in company, self and products.  

                              Enthusiasm can be projected in the way a salesman -

-         Walk

-         Sits

-         Uses visual aids

-         Uses gestures

                                 The voice projects enthusiasm if-

a)              Life is put into the voice when speaking of selling points.

b)            The volume is fluctuated.

c)             The pitch is varied.

7. RELIABILITY-The salesman is the company in the eyes of his Customer.

8. STRENGTH - A firm conviction in the strength of his company and the Products he sells.