Momentum Magazine November 2016 Momentum Magazine | Page 9

What are the top attributes of good sales people?

STEPHAN SCHIFFMAN
Sales coach

There are four elements to good selling. The first is the need to
prospect on a regular basis, whether that be through cold calling,
calling existing customers or even canvassing a specific locale. Secondly,
sales people need to know how to make a good presentation. This
presentation needs to specifically demonstrate what differentiates their
product from someone else’s. This is becoming even more difficult,
since we all sell commodity. Today’s salesperson needs to have a good
sense of their product and be able to explain its uses in the customer’s
eyes. Finally, they must be physically and mentally prepared for the road
ahead.

[phone]
steveschiffman.com

What is the best strategy for a salesperson to improve his or
her performance?

In sales, the old adage goes that there is no
second place in sales—it’s win or nothing. Business
and sales coach Steve Schiffman has been working
with salespeople in more than 9,000 companies for
the past 35 years. Schiffman’s proven expertise
has allowed him to develop sales training and
management programs that cross into a wide
range of sales environments and industries. In this
month’s Ask the Expert, Schiffman answers some
commonly asked questions about the sales field.

There are four key elements to a salesperson’s success. First, the
salesperson needs to be innovative. Next, the salesperson needs to have
insight into the business of the customer. Then, the salesperson needs
to be firm in his or her belief that they are representing the best product.
Finally, the salesperson needs to be an advocate for his or her own
company, as well as for themselves and for the customer.

Is cold calling really dead?

Every salesperson wishes it were so, but the answer is no—cold calling
is not dead. Eventually, the salesperson is going to have to pick up the
phone and make a call. Understanding the principles of the call will go
a long way in helping the salesperson get an appointment to make an
in-person sales pitch. Nothing will ever totally replace the phone.

Is the sales field for everyone?

Not every person is cut out for the daily grind of selling, and they tend
to eliminate themselves after a year or two. However, everyone in your
company does sell to someone every minute, every day, every week,
every month and every year.

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