Many promo pros who work in sales are high-energy, creative and persuasive. These traits help them build rapport with prospects and position themselves as true industry experts. These traits certainly help, but not all successful salespeople fit the same mold. In fact, some traits, like being empathetic or curious, matter just as much as the flashier skills.
Writer Shannon L. Jackson says there’s no magic number of positive traits you can cultivate, but there are a few that can especially help you grow in a sales career. In this issue of PromoPro Daily, we share Jackson’s thoughts on the unconventional traits of top sales reps. Read on to learn how you can develop these traits yourself.
Self-regulation. This skill is particularly important for sales reps because it helps you stay composed after rejection and bounce back faster. Jackson says you can develop this trait by practicing mindfulness and identifying emotional triggers.
Curiosity over control. With this mindset, you value discovery and learning over forcing a conversation. Develop it by asking more open-ended questions and staying truly interested in your prospect’s world.
Mental alertness. Jackson says this is simply being attentive, aware and responsive to new information. It means being able to adjust mid-conversation and staying sharp during objections. To grow in this area, practice real-time objection handling through role-playing or improv scenarios.
Detachment from outcomes. In sales, detachment is the practice of separating your identity and self-worth from external results or prospect responses, Jackson says. To develop this trait, she recommends setting process goals and celebrating input, not just results.
Empathetic listening. This requires listening to fully understand and emotionally connect with the prospect. It can build trust and make prospects feel comfortable sharing what they truly need. Jackson says you can cultivate this trait by slowing down, reflecting on what you hear and pausing before responding.
Grit in the small moments. This might mean making one more cold call, writing one more email or pushing through resistance when you want to quit. According to Jackson, you can build grit by creating rituals around outreach blocks, building supporting habits and reviewing daily wins.
Self-compassion. Sales can be tough, which is why self-compassion is an important trait. It helps you recover from tough days and maintain confidence even when the numbers aren’t in your favor. Jackson advises treating yourself like you would a co-worker. Speak kindly to yourself and reframe failure as feedback.
Which of the skills above could you work on developing? Maybe you want to cultivate more curiosity or perhaps you want to become a more empathetic listener. Start small and be intentional. When you consider how these traits show up in your daily life, you give yourself a chance to grow as a promo pro.
Compiled by Audrey Sellers
Source: Shannon L. Jackson contributes to the HubSpot blog.
