BMW Global did a study several years ago to look at what the four major sales success qualities as determined by BMW Global are:
• Motivation
• Precision
• Direction, and
• Flexibility
Motivation
The successful salesperson who is motivated:
• desires to be the best.
• is competitive by nature.
• has the edge through customer service.
• turns problems into opportunities.
• moves, stands, and talks in a positive way.
• refrains from negative, pessimistic statements, and ignores those made by other
people.
Following is a break-down of these success qualities:
Precision
The successful salesperson is precise, focused and detail-oriented:
a) Focused:
• The ability to decide what is important
• The willingness to tackle unpleasant jobs
• The willingness to spend time convincing the prospective client that the car is right for them—therefore price may not be such an important issue
b) Detail-oriented:
• Doing the job consistently and systematically
• Planning and organizing
• Keeping notes of appointments, actions, reminders, and deadlines
Direction
The successful salesperson has positive direction.
a) Assertive:
• Tough-minded and confident in negotiation
• Believes in themselves and believes in the product and an ability to show it
• Handles negatives and insults well
b) Relationship:
• Builds rapport with prospects, customers and colleagues
• Understands that people buy from people
• Focuses 100% on prospects by listening and maintaining an acceptable level of eye contact
• Praises service staff and reception staff internally and externally
Flexibility
The successful salesperson is flexible. They possess the ability to:
• read people and situations and to adapt their behavior.
• get excited when the customer gets excited or be business-like when the customer is business-like.
• adjust their posture, volume, and tone of voice to match their client.
This study very quickly summarizes the many characteristics that most of us need to rise above average in sales and in business.
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