logo
episode-header-image
Jun 2021
10m 5s

Three Critical Characteristics Every Sel...

Donald C. Kelly
About this episode

Does the thought of hiring a new salesperson fill you with fear? Do you dread the interview process and reading through resumes? In today’s episode of The Sales Evangelist, Donald helps expedite the process of finding the perfect addition to your team by outlining three characteristics every seller must have. 

You want someone curious:

  • When it comes to identifying prospects and their motivations, salespeople need to find the root cause. They need to dig deep, ask the right questions, and find the proper intel to manage their prospects and find sales.
  • Curiosity is asking the right questions that lead to natural conversations. But the suitably curious don’t ask questions that might be offensive or too personal.

You want someone resilient.

  • Persistency and a continual drive to work through challenges are critical for sales. 
  • Working in sales means perseverance. The average sale takes between six to twelve touchpoints to move forward, so tenacity and stamina are necessary to succeed in any sales position. 

You want someone empathetic.

  • Pushy salespeople are no longer in style (if they ever were.) Salespeople who listen and want to help the client will find far more success than a salesperson focused on the sale instead of the person.

The bonus trait: You want someone creative.

  • Thinking outside the box is necessary for sales. When problems inevitably arise (as they do in any business), you want your office filled with creative minds who aren’t afraid to think critically and solve the problem.
  • Seth Godin’s book Purple Cow demonstrates the importance of creativity in business.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey.

We’d love for you to join us for our next episodes, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder wrote by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Up next
Jun 9
You’re Closing Too Late, Here’s How to Fix It! | Benjamin Dennehy - 1905
You have a discovery call with a prospect, and they seem interested in your product—until it's time to follow up. After three attempts, you finally get the message: you waited too long to close the deal.What can you do differently to prevent this from happening again? Listen to m ... Show More
37m 14s
Jun 13
How I Get Prospects to Show Up, Even When They Want to Ghost Me | Steven Schneider - 1906
I hope you enjoyed my funny intro, because it would be nice if you could call on Ghostbusters when prospects decide not to follow up with you. In the last few episodes, we've focused on strategies to ensure prospects attend scheduled meetings. I'm exploring this topic more with m ... Show More
27m 51s
Jun 6
From Cold to Connected: Why Great Sellers Build Audiences First | Benjamin Douablin - 1904
shownotes 
28m 37s
Recommended Episodes
Sep 2022
Mental Selling: The Purpose-Driven Salesperson, with Lisa McLeod
In this cross-over episode, we’re sharing an episode from Mental Selling. This show is produced by Sweet Fish Media. Sales is one of the only professions where we allow it to be defined by the people who do it badly. Top salespeople are ones who earnestly want to improve life for ... Show More
1h 10m
Nov 2022
Personality Traits of Successful Salespeople with Christopher Croner, SalesDrive, LLC
In this HRchat episode, we focus on challenges related to attracting, hiring, and onboarding Sales pros. Joining Bill Banham on the show today is Psychologist and Sales Assessment Expert, Christopher Croner, Ph.D. Chris is co-author of the book, Never Hire a Bad Salesperson Again ... Show More
25m 13s
Jun 2019
231 Gap Selling by Keenan
Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price by Keenan Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/gap-selli ... Show More
40m 56s
Feb 2024
The Psychology of Selling: Steps to Selling that Work | Grant Mitterlehner
Welcome to this episode of the Wealthy Way podcast with Grant Mitterlehner, a successful sales trainer and entrepreneur with $50M+ in solar sales, as he and Ryan dissect authentic communication in sales, reveal insights on successful sales strategies, and explore Grant's pla ... Show More
1h 15m
Mar 2024
#788: Removing the Guesswork from Sales
Accurate sales forecasting is a consistent struggle for many organizations. In this episode, Bill and Bryan dive deep into the root causes behind this prevalent issue. They explore how leadership's pressure for inflated pipelines can lead to inaccurate forecasts, as well as the i ... Show More
21m 43s
Feb 2024
473 The Sale Is In The Tale by John Livesay
The Sale Is In The Tale by John Livesay ABOUT THE BOOK: John Livesay, a keynote speaker and author of the business book Better Selling Through Storytelling, presents us with a business fable set in Austin, Texas. It is about a sales representative whose old ways of selling are no ... Show More
1 h
Mar 2024
#789: Unlocking Your Inner Accountability
In this thought-provoking episode, Bryan and Bill explore the concept of accountability in sales. They challenge the traditional notion of leaders holding sales teams accountable, arguing that true accountability stems from within. Through insightful discussions and real-life exa ... Show More
22m 22s
May 2018
#499: Are You Listening To Your Instincts?
In this episode of The Advanced Selling Podcast, sales experts Bill Caskey and Bryan Neale address a common observation that they have when they're working with sales teams. There is a general lack of enthusiasm about following and listening to your instincts. In every sales proc ... Show More
18m 42s