Saudi Malco Group

12 Traits of
Outstanding
Salespeople

Nothing can stop the man with the right mental attitude
from achieving his goal; nothing on earth can help the man
with the wrong mental attitude.”

Presented by:
Mohammed Ismail .K.S & Wajid Siddiqui
Challenges – Time Management
Trait 1: Positive attitude and
enthusiasm
• The No. 1 separator
of great, good and
poor.
• The person of attitude
(the winner) leads
prospects to the sale.
• The whiner leads
people to the pity
party.
Trait 2: Unyielding belief in the
company, the product and self

Self-belief is the No. 2 rule

of sales success.
You must believe that your
product and company are the
best.
And you must believe that
you are the best. Real winners
believe they'll win.
Trait 3: Sense of Humor

• "You must have the

ability to laugh at
yourself, and avoid
becoming egotistical
about your
successes.”
• Have fun.
Trait 4: Healthy Ego

• “Successful
salespeople use
healthy egos to
measure
improvement.
• Ask, “what could I
have done better?”
• What have I learned
from this call?
Trait 5: Listening Skills

• A truly great salesperson

listens, not to get
information to manipulate,
but to assist in serving
the customer.
• As the saying goes,
“speak little, listen much,
and be slow to anger.”
• How much do you care?
Trait 6: Building Value
• Value -- perceived or
real -- is the only thing
that separates one
product from another,
other than price.
• Perceived value
counts more than real
value.
• The value seller
generates profit and
loyal customers.
Trait 7: Use of creativity
• Many times products
or services appear
the same to the
customer.
• Creativity by the
salesperson in the
areas of approach,
presentation and
follow-up will help a
winner emerge.
• Be different
Trait 8: Focus on the second
sale
• Nearly 85 percent of
all sales are produced
by word of mouth.
• Everything you do
must be aimed at the
second sale.
• Concentrate on
creating “Raving
Fans.”
Trait 9: Probe deeper

• "We're looking for

cost-savings and
efficiency."
• Will you immediately
tell him how your
product meets his
need?
• A really smart sales
person won't,
Trait 10: Helping others

• Selling for the love of

helping others get
what they want, rather
than the love of
money.
• Money is what others
measure you by.
• Helping others leads
to fulfillment.
Fulfillment is how you
measure yourself.
Trait 11: Commitment

• You need to have

commitment...real
commitment to what
you're doing.
• Total and full
commitment.
• If you are not
committed
– get out.
Trait 12: Passion and desire to
excel
• This is a personal
characteristic that is
evident to others by
their exhibited
enthusiasm for what
they do.
• No prize in sales for
second place.
• Passion will make up
for a multitude of
mistakes.