Great salespeople are passionate about their products and their customers. Effective selling is not about trying to talk people into buying things that they don’t need or cannot afford. Effective selling is about selling a solution – giving your customers something that they want.
Where I see people lose passion for selling is when they are selling to customers they are not comfortable with or just plain don’t like. When Harvard Business Review did research into the qualities that make top salespeople, they were surprised to learn the number one trait was empathy. People, listen up – how can you have empathy for your potential customers if you aren’t comfortable with them?
Click here to read the full article on the FM Walsh web site.
