Traits of a Great Salesperson – 6 Things to Look for When Recruiting a Salesperson

Traits of a Great Salesperson – 6 Things to Look for When Recruiting a Salesperson

This article shares insights on the six traits of a great salesperson. This article was written for Inman News  by Chris Pollinger.


Selling is an essential part of any business, and hiring the right salespeople is crucial to the success of your brokerage or team. As a broker or team leader, you need to be an excellent salesperson yourself and know what traits to look for in a successful salesperson. In this article, we will discuss the key traits that define someone’s ability to sell and why they are important for your business.

Confidence is Key

Confidence is essential for any salesperson, but it’s crucial to remember the fine line between confidence and arrogance. A great salesperson must believe in what they’re selling. If they don’t, they won’t be able to convince the prospective client to invest in it. Confidence helps the salesperson build trust and credibility with the client. When a salesperson is confident, the client feels reassured that they are making the right decision.

Charm and Connection

A great salesperson knows how to connect with their client. They are charming and make the client feel welcome. Emotions drive the decisions that people make, and making a good impression is essential to close the sale. To make a good impression, take the time to get to know the client. It’s not just about business; it’s about building a connection. When the client feels heard and understood, they are more likely to trust the salesperson and invest in their product or service.

Listening Skills are Crucial

Effective listening skills are critical for any salesperson. Some salespeople tend to talk at their clients rather than with them, which can make the client feel undervalued and unheard. When a salesperson listens carefully to their client, they can assess their needs and whether their product or service is a good fit for them. By doing so, they can tailor their approach and increase their chances of closing the sale.

Goal-Oriented and Resilient

Great salespeople set ambitious yet realistic goals and strive to achieve them. When a goal isn’t met, they reassess their approach and learn from their mistakes. Resilience is also a critical trait for any salesperson. In sales, you often hear the word “no.” It’s essential to not let one rejection affect your confidence when speaking to the next potential client. Use failure to motivate you to do better the next time around.

Persistence and Assertiveness

Persistence is a crucial trait for any salesperson. Most sales require more than one follow-up to close, and a great salesperson will continue to follow up until they close the sale. Utilizing a customer relationship management tool can help manage your prospects and increase your chances of closing the sale. Assertiveness is also important, as you need to be clear and calm when speaking to the client. Dressing the part is also crucial, as it helps build trust and confidence with the client.

Constant Learning and Refinement

Selling is both an art and a science, and a great salesperson should constantly be working toward refining and perfecting their ability to sell. A great salesperson has a hunger to excel and constantly learn. They are always seeking feedback, analyzing their approach, and looking for ways to improve their sales techniques.
Hiring the right salespeople is critical to the success of your business. By looking for the traits of a great salesperson of confidence, charm, listening skills, goal-orientation, resilience, persistence, assertiveness, and a hunger for learning, you can increase your chances of hiring a successful salesperson. Remember, selling is both an art and a science, and it takes time, effort, and practice to master. Encourage your sales team to constantly learn and refine their skills, provide them with the tools they need to succeed, and reward them for their hard work. By doing so, you can build a successful sales team that will help drive the revenue and growth of your business.

Chris Pollinger, Founder & Managing Partner of RE Luxe Leaders, is the profit whisperer to the leadership elite in the business of luxury real estate. He is a national speaker, consultant and leadership coach.  Learn more about his broker, manager and team leader growth programs at


A Parting Thought

We hope that the information provided is helpful in guiding you on your journey to building a thriving real estate business.

As luxury real estate broker consultants, real estate recruiting coaches, real estate business consultant, and CEO consultants for real estate, we are confident that our resources, insights and strategies can help you achieve your goals.

Remember, success in the luxury real estate industry starts with knowledge and strategy, and we are here to provide you with both.

Here are some links to our more popular resources:

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