The Quintessential Sales
Man
By Charles Chika A. Okah MNIM
2017

INTRODUCTION
 Over the years, it has been proven that Sales is not for the faint of heart.
Whether it’s selling a bottle of water, cloths at a store, and a new car to a
newly promoted manager or a company, selling a house to a family or
pitching a startup to investors etc. making that sale depends on the skill,
appearance, confidence knowledge and enthusiasm of the salesperson.
Quite frankly, not all of us have those characteristics in us. There is a saying
that “salesmen are born, not taught”. Well, not exactly. Undoubtedly, there
are natural talents, but can you can learn these characteristics and be just
as successful? Yes you can!
 A true quintessential salesperson has the following characteristics that they
use consistently to succeed in making those important sales

Planning & Preparation
 Planning & Preparation is one of the most important element of a
quintessential salesman. The saying that “He who fail to plan, plans to fail “is
quite true. The day’s objectives should be well planned based on the previous
call visit, sales tools etc. which leads to a good structured call .
 I was at the induction class of NIM –Abuja recently and was surprised when
the President and Management singled me out to speak to the newly
inducted Professional managers without prior notification! The quintessential
Sales Man in me took over, I saw in the faces of the participants expectation
of what being an NIM member can offer them. But I also saw in some of them
the question of how the membership can impact on their lives. I deliberately
chose the topic – Planning and Preparation –a key to being a successful
manager. The talk opened their eyes to areas that have been so neglected
and has greatly impacted negatively on their careers. The presentation made
such an impression and change that I ended up giving out my Phone number
to a lot of the participants who wanted to learn more and also wanted me to
mentor them going forward. Planning and Preparation which has steps could
make you that super sales man that you have always dreamed about….

Respectful
 Treating customers like king is a sure way of retaining customer base. I have
noticed that most customers that do repeat purchase from a particular
outlets do because of the way that they were treated and respected.
 The founder of Search metrics, Marcus Tober, states that “our top sales reps,
respect our customers' time above all else. You have to make sure that your
customers and potential customers are treated like gold." Part of doing this
is making sure that they have time and you schedule time for work. People
want the bottom line. Old tactics don't work. People are busy, respect their
time above all

Initiative
 Initiative skill is one of the skill that stands out any good sales man. It is
important that an effective and efficient sales rep who wants to grow in the
industry develops this skill. You have to think outside the box and on your
feet! The quintessential Sales reps don’t wait for orders. They create it!
 They’re go-getters and take matters into their own hands. Being disciplined
like this helps salesmen to stay on track. If something has to be sold, there is
a way to do it. The salesman will do what it takes to sell the product. Learn
to like the product better, compliment where appropriate (even if they
hate it at first), learn how to mirror to connect, then actually care about the
connection.

Listening Skill
 The importance of Listening skill can not be over emphasized . To be an
outstanding sales rep that win in trade ,you need to develop your listening
skill. In a conversation with a customer -always ask your self “ AM I Really
Listening”
 Listening to a customer can ensure that you ask the right question and
further engage the customer that will lead to opening opportunity to make
a sale. Customers tend to connect more to Sales Reps that listen to them
 American Express’ OPEN Forum says that the best sales people ask their
clients and customers “why they want something done.” When you listen to
your clients/customers, you find out what they want and need, and how to
make that happen. If you don't know exactly how to make happen what
your client has asked for, be absolutely sure that there is a way. You just
haven't found it, yet

Persistence
 Persistency is one strength that every sales have got to have .If you don’t
have it, you have to develop it .Your performance is tied to your delivery
and to deliver on set goals ;You have to have thick-skin to be a salesperson.
Why? Because you’re going to become very familiar with the word “no.”
You have to be confident and persistent if you want to remain involved
with sales. The public is done with the hard sell. However, the average
person is not done with extreme kindness, even if you are irritating. "Hello,
yes, I'm calling you back because I know you didn't mean to hang up on
me." / I guess you are busy right now ,when can I call you back for a chat !
The Quintessential sales man doesn’t take NO for an answer!

Coachable
 Being coachable is having the willingness to learn from anyone! either your
colleagues, Line manager, Coach or a mentor .According to Mark Roberge from
HubSpot, experience isn’t nearly as important as coachability for predicting
successful reps. Being energetic, willing to learn and having the ability to adapt are
all a part of being “coachable.” Coachable means an early adopter of the
suggestion. If you are asked to do things in a certain way, do it that way, Try it and
learn from it , even if it's something you have always done a different way. Brainstorm
in your one-on-one with you coach.
 Our coaches tend to open our eyes to opportunities that we tend to ignore or we are
too familiar with
 While on Sales accompaniment with one of my very experienced sales Rep.I
observed that he has not be coming with a sample material of the new product that
we just lunched during presentation, thereby struggling to make an impression on the
customer, in my sales call review with him ,I coached him on that and guess what he
took it on and we were able to achieved 50% above what we have earlier planned in
our call objective for the day.
 The question is are you coachable?. The Quintessential sales man is ever willing to
learn and ready to try something new in order to achieve set goals. So grow and be
the revered sales rep that you have always dreamt about ,be coachable!

. Positive
 Who would you rather make a purchase from? ..The Cheerful and positive
minded go-getter or the depressed downer? ……….
 Having a positive attitude and being cheerful makes it easier to approach
customers and keep their attention until after you’ve made the sale. This
positive attitude exudes from a person. If you've got a really bad scene
going on at home, stuff it! I mean, stuff it! Learn to compartmentalize the
aspects of your life. Your work life is positive. Try some psychology, smile,
jump up and down, breathe, do what you have to to be positive
 To be Continued……