9 People Flashcards
(49 cards)
Are good salespeople born or made?
Both born with certain attributes and made through training, coaching, and hard work.
What is the importance of a competency model in sales hiring?
It helps direct interviews and assess whether an applicant can succeed in the role.
Why are character traits more important than skills in sales?
Character traits are harder to change and often determine long-term success.
What is self-discipline in the context of sales?
The ability to keep commitments to oneself and others.
What role does optimism play in sales?
A positive attitude helps avoid spreading negativity to the team and improves sales performance.
What does emotional intelligence (EQ) include?
Self-awareness and the ability to recognize one’s own state and that of others.
Why is caring an important trait for salespeople?
Good salespeople are other-oriented and focus on client success rather than just personal gain.
What does having street smarts mean?
Being savvy and shrewd, capable of identifying value for others.
What is the significance of the ability to read people in sales?
Understanding client needs and motivations creates a preference to buy.
Why is competitiveness a valued trait in sales?
It drives individuals to work harder to win against competition.
What is resourcefulness in a sales context?
The ability to figure things out independently without relying on others.
What does initiative mean for a salesperson?
Proactivity and the ability to act without waiting for direction.
What does persistence mean in sales?
The ability to continue pursuing opportunities despite rejections.
What is the role of effective communication in sales?
It involves listening well and thinking on one’s feet.
What does accountability mean for salespeople?
Owning the outcomes of their responsibilities.
What is authenticity in sales?
Being comfortable with oneself to foster trust and confidence.
Why is confidence important for salespeople?
Confident individuals are more persuasive and credible.
How is courage relevant in a sales role?
It allows salespeople to handle conflict and defend their ideas professionally.
What does diplomacy mean in the context of a sales interview?
The ability to disagree respectfully and maintain professionalism.
What is the significance of curiosity in modern sales?
Curiosity drives the desire to learn and discover, essential for client education.
Why is having a sense of humor valuable in sales?
It helps engage and entertain clients during conversations.
What is success orientation in a sales context?
Intrinsic motivation to succeed without external prompting.
What is the first critical skill in sales according to the text?
Closing, or the ability to gain commitments from clients.
What does consultative selling involve?
Providing counsel and advice to clients beyond selling products.
