Finding the Key to Sales Success
by Canadian Professional Sales Association (CPSA)
Selling is about finding out what your customers need, and then meeting those needs with the best possible solutions – not about selling them products and services they don’t want. We’ve all experienced dealing with an overly aggressive salesperson. At the end of the day, we are left with a product we don’t want – and are angry because we’ve been manipulated into a buying decision that was against our better judgement.

Today, members of the Canadian Professional Sales Association (CPSA) practice what’s called Consultative Selling – with the focus on developing long-term relationships with customers by providing them with excellent service, advice and support. After all, if you talk a customer into buying five cases of a product when half a case would have done the job – sure you’re going to write a big order, but you are never going to hear from that customer again. A sales professional looks to building a life-long relationship with the customer.

While successful salespeople share a large number of common personality traits, the most important can be described as:

  • A strong ability to listen
    If you are a good listener, you are likely to have a high degree of empathy and focus.
  • Being good on your feet
    Once you know what your customer needs, you have to demonstrate how your product or service meets those needs in a compelling way.
  • Being a problem solver
    If you can establish yourself as a consistent solution provider in your area of expertise, eventually, your customers won’t even think of calling someone else.
  • Being confident and optimistic
    Another characteristic often shared by successful salespeople is a high level of ego-drive – which can be measured by your ability to influence others and your desire to succeed.
  • Being responsible
    The most successful salespeople are the ones who take full responsibility for their relationship with the customer.
CPSAThe Canadian Professional Sales Association (CPSA) is a national association comprised of nearly 30,000 business travellers in the sales and marketing professions. CPSA members enjoy special rates on hotels, car rentals, airport parking, insurance, and much more.

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NOTE: SOHO has made every effort to choose reputable organizations with quality products and services as part of our Featured Partner Program. SOHO does not participate in the direct selling of the products/services offered by partners therefore, does not assume any responsibility or liability for any transactions completed the between the buyer and the seller. All programs and offers are subject to change without notice.