How not to make a sale

What makes a successful salesperson?

Published in Customer Experience Magazine

What makes a successful salesperson? Fast talking, pushy, and pressurising? Or at least that’s what most people think but the reality is that salespeople like this would not last long in the real business world.

Salespeople are often having to deal with selling high value products/services which can be a long process involving from having to pass through various decision makers, handle objections, and get sucked into long negotiations. All of these stages require different skill and behaviour application to make the sale successful, as well as avoiding bad habits.

Tony discusses habits and behaviours to avoid if you want a successful sales career, and shares some of Huthwaite’s research into what makes a successful salesperson.

Key insights from the article:

  • 85 per cent of business decision makers believe that a good buying experience involves a salesperson listening carefully.
  • Not only are salespeople not asking enough questions, they’re not asking the right questions that extract the right kind of information to make a sale.
  • Successful salespeople use a four-stage questioning model.
  • Avoid making quick counterproposals – skilled negotiators make counterproposals only half as often as average negotiators.
View article

SPIN® Selling – an ROI evidence study

Seven companies share their ROI stories and how they improved performance, changed behaviour and transformed fortunes. This report is important reading for anyone evaluating their company’s sales performance and / or considering a skills improvement programme.

Download Report

Contact us

Talk to our experts

We can work with you to develop a skills programme designed not only to align your team to a world class model but help ensure permanent behavioural change for long term ROI. Call us or submit your details using the contact form below.

Call us: +44 (0)1709 710 081

By submitting your request you are agreeing to and accepting Huthwaite International’s Privacy Policy and website Terms of Use. Please keep me informed by email of solutions, insights and offerings from Huthwaite International.

By | 2017-10-10T10:23:24+00:00 September 30th, 2016|Categories: Sales, Sales articles|Tags: , , |
Tony Hughes, CEO, Huthwaite Group of Companies
Huthwaite's CEO, Tony actively promotes the cause for sales and service excellence, and is part of the judging panels for the National Sales Awards and The National Business Awards. In recognition of his outstanding contribution to Sales and Marketing, in 2010, Tony was presented with the inaugural ISMM Lifetime Achievement Award at The British Excellence in Sales and Marketing Awards.