Buyers and sellers are emotional beings, which is why it is essential that salespeople know how to manage their own emotions. In order to accomplish this, great salespeople must cultivate the following 5 emotional traits. For everything Sales; Consulting, Training and Recruitment visit http://www.salesteamrecruitment.com.au Across Australia and world-wide.

1. Top 5 Emotional
Attributes of a Great
Salesperson
Identify these 5
emotional traits in
your salespeople
and you have a
winner!

2. 1. Assertiveness
This is the middle
ground between
being aggressive
and passive. The
difference between a
sale and a
lost opportunity.

3. The Balance…
This trait ensures the salesperson keeps the sale moving
WITHOUT offending or frustrating the prospect.
Assertive behaviour respects both parties and opens the follow
of communication.
Example:
Passive- ‘Can you call me when you’ve discussed it and made a
decision?’
Aggressive- “I will take the offer off the table if you don’t buy
right now!”
Assertive- “Can you please provide me with a specific date for
when you’ll have made your final decision?”

4. “A lot of people don’t know what they
want until you show it to them.”
-Steve Jobs
Click to
Tweet!

5. 2. Problem Solving
All salespeople are problem solvers, some are just better than
others.
Great salespeople have a desire to solve their client’s needs in
the financial sense (the ROI of their offerings) and emotional- for
example the client’s need to convinced that the salesperson and
their company are reliable and reputable.
No longer is sales just about who is delivering the best sales pitch.
It’s about identifying and solving a client’s problem.

6. The Process…
The problem solving process can be simplified into these 4 steps:
1. Understand the prospect’s situation. Gather up all the
information you can before trying to paint a clear picture.
2. Ask questions of your prospect and listen carefully this will
help you to understand exactly how to solve their problem.
3. Help your prospect visualise a more desirable situation where
the problem has been solved.
4. Communicate your solution in a way that makes it easy for
your prospect to say “yes”.

7. “Stop selling,
start helping.”
- Zig Ziglar

8. 3. Optimism
Optimism is essential in great salespeople.
• It keeps them motivated.
• It helps maintain a sense of balance when things go
awry.
• It moves them past failure and onto success.
The Optimist sells more than the Pessimist!

9. The Two Sides..
If a salesperson is experiencing a particularly bad start to the
day, their on-going performance can go one of two ways.
They can either say:
“A bad start means I’m off my game and this will be a bad day.”
OR
“Every missed opportunity is a chance to learn, I’m sure my next
one will probably be better.”
Their choice makes a difference.
Those salespeople who stay positive are more likely to find that
big opportunity in the future.

10. “Either you run the day,
or the day runs you.”
-Jim Rohn

11. 4. Empathy
Empathy is not sympathy.
Empathy is the ability to understand and identify with the
prospect. Allowing them to feel what they are feeling and
make the prospect feel more respected.
Salespeople who have empathy can build rapport and trust
quickly. They can adapt their behaviour and questions to
the prospect’s moods and emotions.

12. Importance…
Empathetic people are great listeners and they are curious,
they want to solve a problem.
Salespeople must be able to listen and react accurately to
the emotions of your speaker.
Clearly there is an advantage to be empathetic.
Consider this next time you speak to a prospect, remember
their emotions are important towards fixing the problem
and getting the sale.

13. “Attitude is a little thing-
that makes a big difference.”
-Winston Churchill

14. 5. Self- Awareness
As well as being empathetic, a great salesperson need to
be self-aware.
This is about identify your own emotions, understanding
how they work, and then using them to build stronger
customer relationships.
They are also aware of what motivates them and their
decision-making.

15. The Process…
In order to become self-aware use these 4 steps:
1. Identify the emotions you are feeling.
2. Predict how these emotions will affect the sale, based
on past experiences.
3. Compensate for any emotions that may hurt your sale.
4. Utilise and expand any positive emotions that may help
you make the sale.

16. “Don’t find fault, find a remedy.”
-Henry Ford

17. How Many Traits Do You Have?
Review:
1. Assertiveness
2. Problem Solving
3. Optimism
4. Empathy
5. Self-Awareness

18. “The way to get started
is to quit talking and
begin doing.”
-Walt Disney

19. Thank You for Viewing
Want more sales updates, blogs and information?
Follow SG Partners for all things Sales:
SG Partners- Consulting, Training and Recruitment
Download a sample copy of our Sales Assessment Tool