When you send salespeople out to represent in your tradeshow booth, you want them to secure the most leads humanly possible. Why else would you be traveling the country, toting your trade show booth and pop up displays? You’re trying to attract new customers. You know that you could have the best booth in the world, but it doesn’t matter if you don’t have a solid salesperson running the show.
Is there any way to determine if a salesperson will be the rock star you’re looking for? Before you begin the interview process, you need to be sure you’ve determined the kind of person that would best sell your product, and what qualities you feel they should possess. Certain industries call for certain personalities, and only you know how you want your brand to be represented.
That being said, there are certainly qualities that make a salesperson shine, no matter what industry they’re in. Want to know what to look for? Here are a few qualities that every salesperson should possess:
They can decode complex lingo. While people visiting your booth might know what your product and its specialized terms are, but some will not. You need to find someone who’s not only knowledgeable about your product and what it can do, but someone who can explain that product and what it can do as if they were talking to a room full of kindergarteners. Take the overly complex and make it simple while still being able to explain it in industry terms for those in the know, and you are a rock star salesperson.
They are highly motivated. Will an effective salesperson sit around on their laurels waiting for an opportunity to come to them? Never! You want someone that is going to take charge, working their hardest to accomplish a goal.
They can take ‘no’ for an answer. A good salesperson should be able to close a fair share of deals. However, they can tell when a deal just isn’t going to go through, and they move on without batting an eyelash. While sales are important, they know that being pushy will get them nowhere, and might even garner some negative reviews for the company as a whole. Find someone who can sense when a person is just not going to budge and move on with a smile on their face. They don’t even seem to be bothered, and keep doing the best job they know how to do. You don’t want someone that can’t handle the ‘no’ that is bound to happen!
They hold customers in high regard. In keeping with the last point, the ideal salesperson cares genuinely about each customer, making sure their individual needs are met. They should care more about the customer than they do the sale.
They are confident and assertive. Nothing shakes this rock star. They let criticism roll off of their back, and charge ahead in anything they’ll do. They possess the confidence to know that they are great at what they do, and they run the show when interacting with customers on the show floor.
They wear blinders. When a great salesperson has something in their mind, nothing that happens along the way can stop them. Distraction is not a problem – they got this.
They make people laugh. A good salesperson is likeable, so it is a good idea to seek out the salesperson that is genuinely funny. Customers will appreciate this so much, they will likely seek out that specific salesperson just to hear what they have to say. A joke is a great way to break the ice, so this is more important of a quality than you might think! It’s crucial to providing customers with a certain comfort level.
They think out-of-the-box. These days, it is harder than ever to make a sale. Budgets are tight wherever you go, so your salesperson has to be able to compromise with their clients. You want them to be able to offer concessions to customers, but you don’t want to go broke in the process. Maybe they have a great idea that doesn’t involve spending a single company dime, or losing a company dollar. This is the kind of person you want on your team.
They are honest. This is highly important. This ensures that customers aren’t sold something they don’t need. You need to hire a salesperson who is able to determine if a certain solution will work or not, and be honest with that customer when it doesn’t seem like a good fit.
When you find the right salesperson, you will watch sales increase and the company will flourish. Trade shows will start to pay for themselves. An added bonus: having a good salesperson just might make your booth the “must-visit” booth of the show! Are your current salespeople working out for you? Is it time to rethink who you’re sending out on the road?