Six skills every successful sales professional must have

When it comes to sales, André Ortiz's name is one of the most remembered by businesspeople and professionals who have managed to exceed their goals, increase their revenue, multiply their results and celebrate more achievements. The former newspaper salesman at street markets, with over 20 years of experience, has helped over six million people achieve success in the organizations where they work.

With a PhD in Neuromarketing, focused on Business Administration, from Florida Christian University, in the United States, Ortiz compares the salesperson to a chameleon. A professional capable of playing several roles, depending on the profile of the client at his/her side. “Sometimes we are confidants, sometimes we are psychologists, or sometimes we act as parents or children. All of this is to present benefits that will promote joy, satisfaction and help people achieve their dreams,” he highlights.

An international speaker, businessman, writer, consultant and professor of Sales and Marketing Management, Ortiz emphasizes that being a salesperson is something magical, inexplicable and contagious. In this post, he mentions the main characteristics and behaviors to be adopted by professionals interested in building a long, prosperous and admirable career.

1 - Every sale is unique

Ortiz argues that every sale is unique. “Nothing guarantees that yesterday’s revenue will be maintained today,” he says. To multiply results, he recommends managing the strategies adopted. The tool used in the negotiation will depend on the behavior and profile of the client. “It’s like dancing to the music. Each rhythm requires a style and corresponding steps,” he emphasizes.

2 - Assembling the puzzle

The specialist preaches that the salesperson must strictly follow the five phases to build customer loyalty: prospecting, service, negotiation, closing and after-sales. “It’s similar to putting together a jigsaw puzzle. The picture will only be complete when we fit all the pieces together,” he comments.

3 - Antidote for pain

In his 20-year career, Ortiz says that the most accurate phrase he has found to define a salesperson is that a sales professional is a “pain solver.” “We have the noble mission of solving our customers’ problems,” he says. When formulating “antidotes,” the professor mentions that people who work in the area must like people, be fascinated by challenges, be willing to learn, and be ambitious.

4 - Chameleons

In a multifaceted universe, the expert compares the salesperson to a chameleon. He explains that sales professionals are “true actors” who play a “range of roles” every day. They can be confidants, psychologists, parents and children. It all depends on the client they are dealing with. “The only metric of the profession is the results. So, we have to develop skills to identify the profile of the consumer we are serving,” he adds.

5 - Reflected images

Ortiz also believes that competing for market share is beneficial for the development of salespeople. He argues that modeling yourself on your competitors is one of the secrets to achieving success in your profession. “Competition is a vital reference. It helps us see our strengths and where we need to improve. It is also a very rich source of inspiration for creating or adapting strategies to our needs,” he points out.

6 - Virtual ally

Regarding the ongoing tug-of-war between physical stores and online commerce, Ortiz advises salespeople to use available technology as an ally. The tips are to use prompt delivery to “kill” the buyer’s anxiety; face-to-face contact as a strong link in the relationship with the consumer; and the word as a guarantee; as competitive advantages to provide a “unique experience” to the customer. In addition, explore social networks to showcase your skills and abilities. “Short videos with testimonials from people who have purchased from you have spectacular effects on the salespeople’s customer base,” he emphasizes.