The fact that not everyone is cut out to be a salesman, makes a lot of them unsuccessful, which leads to a negative ripple effect and a bad reputation of salesmen throughout the market. It is always easier to blame one’s lack of success on the clients, the products, the company or the industry, rather than admit that the effort was inadequate or insufficient. However, the market is filled with successful salesmen who get results, make big money and develop their skillset while doing it – they become more confident, more communicative, more responsible and they can negotiate better to achieve better sales goals.

The characteristics of a successful salesman

So what makes the best of the best? What makes them achieve results? Below you will find 5 most important qualities that sets great salesman apart.

1. Appearance

Even though clothes do not make the man, fine feathers make fine birds, especially in sales. Your first impression can make or break a sale. There are industries in which wearing a suit is mandatory – insurance, finance, banking. In others, it can actually ruin the deal. It is not about looking like a million dollars, sometimes it just does not work.


If you wear a suit, when meeting a mechanic, you are not establishing any trust, because you are positioning yourself as someone better than them. They, on the other hand, will not perceive you as one of them.

A rule of thumb is to always be dressed a notch higher than the situation requires. If wearing jeans and a shirt seems fine, bring a sport coat. A good salesman is always dressed for the occasion.

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