I am often asked in my sales training session about what makes a sales professional successful. Sales leaders also wonder what characteristics they should be looking for when hiring and recruiting salespeople.
The three characteristics or C’s I feel we need to succeed in sales are:
- Curiosity
- Commitment
- Caring
Lets break down these 3 C’s of Sales Success:
Curiosity in Sales:
Great salespeople are naturally curious about other people. They don’t get thrown off by a challenge, they’re curious about how they can connect with people.
They’re it they’re curious about how they reach people, so if they can’t get through via LinkedIn or the phone they don’t quit, instead they wonder “what else could I do to reach this person?”
These curious salespeople are generally inquisitive and want to learn more about other people.
Commitment in Sales:
Great salespeople are committed and driven individuals. Regardless of the circumstances they stay committed to their goals, values, ethics, process and customer success. They don’t cut corners or stop pushing when things get challenging and they sustain their commitment over extended periods of time.
Caring in Sales:
Yes great salespeople are curious and focused on the goal but at the same time they are caring. They have high levels of empathy and can see through someone else’s eyes. They understand social cues, are aware of other people’s emotions and the importance of truly holding space and know how to be effectively invested in others success.
These three characteristics of curiosity commitment and caring are vital aspects that we need to nurture and develop as successful sales professionals. As sales leaders we should be looking for those characteristics in salespeople.
You can put your sales team through sales training on closing, objection handling, proposal writing and doing an effective needs analysis BUT it’s very difficult to train people to be caring and curious and committed.
Sales Trainer Shane Gibson on: “The 3 C’s of Sales Success.”
@shanegibsonlive The 3C’s of Salea Sucess, what you need to succeed in sales. #sales #b2bsales #salestips #leaders ♬ original sound – Shane Gibson
