The New Salesperson: Essential Traits for Selling in the Modern Era

The world of sales is changing rapidly, and to keep up, sales professionals must continually adapt and improve their approach. In this article, we'll discuss three essential traits for success in modern sales: Partnership, Business Acumen, and Empathy & Disconnect.

Partnership: A Mature Set of Beliefs Anchored in "To Do No Harm"

To be successful in sales, you must first establish a partnership mentality with your prospects. This means that you are there to help them, not to take advantage of them. It's important to find out where they need help and determine if they are willing to accept your assistance.

If you're truly focused on "doing no harm," then you won't engage in pricing gouging or push one-sided agreements onto your clients. A true partner won't enable their prospect to make the same mistakes over and over. Instead, a sales professional should be comfortable telling their client when they're wrong and guiding them toward the right solution.

Business Acumen: More Than Just Product Knowledge

Business acumen is essential for any sales professional who wants to succeed in modern sales. It's not just about knowing the features and benefits of your product or service. It's about studying the cause and effect of your position, proposals, and projects over time.

This knowledge is uniquely yours, and it can be used in every appointment and conversation you have. Your view and opinions, based on the history of your installs, implementations, and proposals, are yours alone. They can be used as an example in every single new opportunity. Each new opportunity is a chance to learn more about business than any book has ever written.

Empathy & Disconnect: Walking a Tightrope

Good salespeople can put themselves in their client's shoes and see things from their perspective. To do this effectively, you need to become one with your prospect's business, see their world from their angle, and not through the prism of your product or service.

However, you must also learn to disconnect from the emotional connection to the success of the sale. This is not being uncaring or aloof, but it's important to put the emotional factor aside to deal with the client in terms of what makes sense for both of you, rather than trying to force a square peg into a round hole.

Conclusion: By focusing on these three essential traits of modern sales - Partnership, Business Acumen, and Empathy & Disconnect - you'll be well on your way to success. The world of sales is always evolving, so remember to adapt, learn, and grow with it.

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Keywords: modern sales, partnership, business acumen, empathy, disconnect, success, sales approach

Intro paragraph: The world of sales is rapidly evolving, and to keep up, sales professionals must adapt and improve their approach. To be successful in modern sales, there are three essential traits that every salesperson must possess: Partnership, Business Acumen, and Empathy & Disconnect. In this article, we'll explore what each of these traits entails and how to develop them to achieve greater sales success.

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