Comments on: What makes a good salesperson? http://greatnotbig.com/2012/02/what-makes-a-good-salesperson/ On Building and Running a Software Development Company Tue, 21 May 2013 00:18:22 +0000 hourly 1 http://wordpress.org/?v=3.5.1 By: Compensating sales people in software service firms | Great Not Big http://greatnotbig.com/2012/02/what-makes-a-good-salesperson/#comment-308 Compensating sales people in software service firms | Great Not Big Wed, 13 Feb 2013 15:49:02 +0000 http://greatnotbig.com/?p=1148#comment-308 [...] I’d suggest looking first to your current employees regardless of their current role. The traits of a successful salesperson might surprise [...]

]]> By: Dave Hodge http://greatnotbig.com/2012/02/what-makes-a-good-salesperson/#comment-195 Dave Hodge Fri, 24 Feb 2012 22:22:00 +0000 http://greatnotbig.com/?p=1148#comment-195 Quite a timely article, Carl.  We have been as busy as can be over the past two months and appear to be in the midst of a huge upswing in our sales efforts.  I believe that Michigan is finally heading into better economic waters and that we may stay busy with the selling process for the foreseeable future.

Other skills that have helped me over the years are

(1) making and faultlessly keeping small promises, such as “I’ll email you on Friday”, or “I will send that report to you next week”

(2) keeping in touch with the good prospects that said no – many times they come back because they know we’re interested in the relationship and not just their dollars

(3) rigorously pre-screening clients for ‘best fit’ with our business – it again shows we care about our clients enough to make sure they fit with us and keeps us focused on our core strengths and our best customers

These are small things, though, when compared with the desire to help and legitimate confidence in a great product.  Great article – keep them coming!

]]>