Archive for Steve Reiner

20 Ways to Be a Good Salesperson

Posted in Sales Coaching, Southwestern Consulting with tags , , , , , , , on July 1, 2015 by Dustin Hillis

The world is full of dichotomies, the yin and the yang, the black and the white, the good and the bad. At Southwestern Consulting™, we are on a mission to change the perception the world has about the word “salesperson”.  Unfortunately, over the years, really bad salespeople have created a negative stigma for what used to be considered the most honorable profession in the world, selling. I attended a church service once where the preacher literally was referring to being a “sinner” as being a being a “salesperson”!

The reality is everyone is a salesperson. It doesn’t matter if you are an accountant, teacher, engineer, doctor or a stay at home mother… everyone is selling something always. Selling is simply communicating. Every day we are selling an idea to someone else. My 4-year-old daughter Haven is the best salesperson I know. Every day she is selling her mother and me on something she wants, and she is really good at negotiating and handling objections!

Leonardo DiCaprio in The Wolf of Wallstreet

Leonardo DiCaprio in The Wolf of Wall Street

In the movie The Wolf of Wall Street, Leonardo DiCaprio does a fantastic job of demonstrating all 20 traits of a bad salesperson. The Wolf of Wall Street is the best example of a horrible, self-centered, high pressure, manipulative salesperson. At Southwestern Consulting™, we work with some of the best auto dealers in the world.  Some of the used car salesmen and saleswomen that we work with are the most ethical, honest and hard-working people we’ve ever met.  However, it is so unfortunate that a group of bad salespeople like The Wolf of Wall Street got into the used car sales business and gave the honorable industry a bad name.

Steve Reiner is a Top Producing Salesperson at Southwestern Consulting

Steve Reiner is a Top Producing Salesperson at Southwestern Consulting

The other day I was in Denver, Colorado working with a really good salesperson named Steve Reiner. Steve is a Partner at Southwestern Consulting™ and is an executive sales and leadership coach. It was so invigorating to watch him meet with a very savvy sales manager and extremely competent regional director and then present to a group of seasoned sales professionals at Wells Fargo Advisors. If Steve was a bad salesperson, he would not have gotten into the door with these folks and the seasoned sales team would have eaten him alive. So why did they not only let Steve come train them on how to be better sales professionals, but then afterwards a good number of them signed up for one-on-one sales coaching? Steve is a servant salesperson. He focuses on asking really good questions.  He listens with a heart of service and wanting to help other people reach their goals in life. He is not focused on himself and personal gain. He is patient and persistent and creates a comfortable buying atmosphere and sells the way people like to buy.

At the end of the day, we all have a decision to make. Are we going to be a bad salesperson who is focused on ourselves and how much money we can make, and be consumed with what we deserve?  Or are we going to be a good salesperson and focusing on serving others, asking good questions and listening, and caring more about helping people get what they want than we do making a commission. After all, people can smell your commission breath a mile away.

Here are the traits of a bad salesperson and a good salesperson: 

20 Traits of a Bad Salesperson:
1. Are selfish and focused on making a commission
2. Make things up to get someone to buy
3. Talks too much and too fast
4. Force people to do things they don’t want to do
5. Don’t work a referral system
6. Pressure people and makes them feel sold
7. Don’t dress for success
8. Are not disciplined
9. Say one thing and do another
10. Are lazy
11. Have call reluctance
12. Don’t have a schedule
13. Don’t track their activity
14. Don’t know their numbers/selling ratios
15. Think about prospects in terms of how much money they can make off them
16. Make excuses and blame others for failures
17. Take credit for a collaborative team effort
18. Lie and are dishonest
19. Don’t know how to close properly so they create undue pressure
20. Are ego driven and focused on looking good

20 Traits of a Good Salesperson:

1. Has a servant’s heart and focused on serving other people through helping them meet their needs

2.Asks really good questions and intently listens

3. Qualifies prospects quickly and doesn’t sell to people who are not qualified
4. Are aware of their surroundings and considerate of others
5. Closes quickly once a prospect crosses the buying line and doesn’t over sell
6. Uses Feel (empathy), Felt (relating), Found  (solution) and 3rd Party testimonial stories to answer all objections
7. Helps prospects buy with ease and have fun when they are buying
8. Sells the way people like to buy / adapts to others’ buying styles
9. Always is dressed appropriately for success
10. Always on schedule and on time
11. Works a efficiency warm referral system
12. Has a positive attitude in all circumstances
13. Tracks their activity
14. Knows their numbers/selling ratios
15. Does the work and doesn’t care who gets the credit
16. Doesn’t make excuses and finds a way
17. Are team players
18. Tells the truth even when it hurts
19. Studies the art of selling and closing to help prospects feel comfortable and excited with buying
20. Has a humble and loving approach towards everything they say and do

I challenge you to be one of the good guys.  Be a Good Salesperson!

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