How to become a good salesperson
Jan Korpas
3/2/2025
Sales
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1. Good salespeople are confident
Salespeople must believe in their product and pass that enthusiasm on to customers. But that’s not possible without confidence. Confidence grows as the salesperson becomes more familiar with their product and customers. The more arguments and insights they have, the easier it is to sell.
2. Good salespeople actively listen
The hard sell is long out of style. The best salespeople are empathetic, they actively listen, and they speak less than the potential client during meetings. Learn to ask relevant questions and show genuine interest in the client. Only once you truly understand them can you determine whether and how your product or service can help.
3. Good salespeople don’t sell — they help
The client should never feel like you’re just there to sell something. Your primary role is to educate, consult, and look for ways to help the client. That’s how you build relationships, earn trust, and even if you don’t make a sale right away, you’ll leave a positive impression — one that could lead to future, even bigger deals.
4. Good salespeople master multitasking
Salespeople are never dealing with just one deal. They’re working to close ongoing sales, nurturing leads, and staying in touch with happy clients. That’s why they need to be true masters of time management.
A CRM system can help keep your head clear by tracking all client and deal information and offering a calendar tailored to sales needs. Any solid CRM will give you at least a 30-day free trial, so you can see for yourself how it works for you.
5. Good salespeople offer added value
With information so easily accessible, most potential clients already have a solid understanding and can easily look up everything about your products. That’s why salespeople need a consultant mindset — not just repeating what’s on the company website, but offering tailored advice that fits the client’s specific situation.
6. Good salespeople are honest
Experienced salespeople know it’s not wise to sell at all costs. If they sell a product or service that brings the client more trouble than benefit, it can hurt future cooperation — and even impact relationships with other customers. If a salesperson realizes their product won’t help the client, they should say so honestly and, if possible, suggest alternative solutions.
Also check out our article on the most commonly used sales techniques.
7. Good salespeople are optimistic
A salesperson must be able to cope with losses — even several in a row — which not everyone can handle. The work environment plays a key role, too. An experienced sales manager won’t pressure their team over lost deals but will instead offer help and support. If you’re working in a toxic environment where failure isn’t tolerated, it might be time to consider a change.
8. Good salespeople are focused
Sales is one of those fields where procrastination can be a major pitfall. The most successful salespeople are masters of time management — they plan their workdays carefully and don’t let distractions like Slack messages, random emails, or office chatter pull them off track. If there’s any profession where time truly is money, it’s sales.
9. Good salespeople are passionate about what they sell
As a client, you can quickly tell whether a salesperson is genuinely excited about their product or service. If they are, their enthusiasm is contagious and engaging. If they’re not, their offer likely won’t impress you. To be a good salesperson and succeed with clients, you need to care about your product, know it inside out, and believe in it. If you don’t believe in it — don’t sell it.
We also have an article about the most common reasons why salespeople quit their jobs.
10. Good salespeople collaborate with marketing
According to research by B-Inside, only 24% of B2B companies have regular conversations between their sales and marketing teams about their customers. Yet when both departments are aligned, it leads to better results. Marketing gains a clearer picture of what salespeople are dealing with, and sales gets insights into upcoming campaigns and useful marketing data. A good salesperson doesn’t operate in a silo — they actively seek out information from others in the company and look for ways to put it to practical use.
Jan has been doing sales and marketing since 2007 and has gained experience while working in ecommerce and running his own business. Now he is in charge of finding ways to bring in new Raynet users.
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