# The six traits of a successful SME leader – how to be super persuasive Author: Pal Sinha, Barnali Author URL: https://financedigest.com/author/pal-sinha-barnali Published: 2019-08-01 Category: BUSINESS Category URL: https://financedigest.com/category/business Meta Title: Mastering the Art of Sales Persuasion Meta Description: Learn from David Freedman, Director of Sales at Huthwaite International, about the essential tactics and traits of successful sales leaders in the competitive URL: https://financedigest.com/the-six-traits-of-a-successful-sme-leader-how-to-be-super-persuasivehtml ![undefined](https://prod.superblogcdn.com/site_cuid_cm5qst7v3003gwirgwqtxn8i8/images/leader-1736839009885-compressed.jpg) The art to the perfect deal has long been debated by business leaders and academics alike. But when it comes to being highly persuasive and winning big, what are the real traits of a successful sales leader? David Freedman, Director of Sales at leading sales and negotiation specialists, Huthwaite International, the team behind the world-famous SPIN® Selling, reveals the key tactics implemented by the world’s most influential sales people, and how these can be adapted for SME leaders. **1)** [Send the right message](https://www.financedigest.com/with-tighter-grip-beijing-sends-message-to-hong-kong-tycoons-fall-in-line.html "With tighter grip, Beijing sends message to Hong Kong tycoons: fall in line") You might have the best product on the [market and use all the latest industry](https://www.financedigest.com/global-compressor-controllers-market-outlook-2021-pricing-strategy-industry-latest-news-research-report-analysis-and-share-by-forecast-2028.html "Global Compressor Controllers Market Outlook 2021, Pricing Strategy, Industry Latest News, Research Report Analysis And Share By Forecast 2028") jargon to sell, but being an SME can put you on the back foot, customers want proven longevity and SMEs sometimes struggle to prove that, not least if they are a relatively young company. So every point counts when it comes to sales, if you don’t look the part, your sales are likely going to stagnate. [Prospects want to do business](https://www.financedigest.com/lane-change-assist-systems-market-overview-business-growth-development-factors-application-and-future-prospects.html "Lane Change Assist Systems Market Overview – Business Growth, Development Factors, Application And Future Prospects") with a professional, and one’s interpretation of ‘professional’ includes the look. Dishevelled clothing, poorly [prepared notes and other indicators of a salesperson in a rush can mean that even the most effective sales persuasion techniques are ignored](https://www.financedigest.com/esg-prepared-why-ignoring-esg-is-a-costly-business.html "ESG Prepared: Why Ignoring ESG is a Costly Business"). It’s also worth noting that high-pressure tactics don’t work [nearly as well for long term sales](https://www.financedigest.com/automotive-glass-market-to-witness-sales-slump-in-near-term-due-to-covid-19-long-term-outlook-remains-positive.html "Automotive Glass Market to Witness Sales Slump in Near Term Due to COVID-19; Long-term Outlook Remains Positive"), than a more considered approach that builds on your core values and is centred on trust. **2)      Focus on building a rapport** While we are on the topic of trust, it’s essential that you are mindful of the age-old [sales saying](https://www.financedigest.com/marstons-says-q4-sales-above-pre-pandemic-levels.html "Marston’s says Q4 sales above pre-pandemic levels") – ‘people don’t buy products, they buy a person’. Trust is the cornerstone of [sales in any market](https://www.financedigest.com/e-prescribing-market-sales-revenue-to-substantially-surge-in-the-next-ten-years.html "E-Prescribing Market Sales Revenue to Substantially Surge in the Next Ten Years"), and the bedrock of all sales persuasion techniques. By building a rapport with your prospects and clients, sales are sure to follow. Nurture leads so they feel you’re listening to their [needs and are willing to make a contribution to their business](https://www.financedigest.com/pstn-isdn-switch-off-what-businesses-need-to-know.html "PSTN/ISDN switch-off: what businesses need to know ") – in turn they are likely to invest in you as a person. **3)      Point out the differentiators** All sales people looking for new persuasion techniques have heard that it’s the sizzle, not the steak, that leads to a deal. The key is understanding that the sizzle is in the differentiators, what makes a [product or service](https://www.financedigest.com/rebound-in-the-oil-gas-exploration-and-production-activities-to-boost-mobile-servicing-rig-market-fact-mr-report.html "Rebound In the Oil & Gas Exploration and Production Activities to Boost Mobile Servicing Rig Market, Fact.MR Report") better, faster, more desirable than its competition’s? Your task is to identify these ‘sizzles’ and sell based on how this will build and positively impact your [prospect’s business](https://www.financedigest.com/metal-cans-and-glass-jars-market-demand-from-food-industry-to-grant-sustainable-business-prospects.html "Metal Cans and Glass Jars Market – Demand from Food Industry to Grant Sustainable Business Prospects ") more so than your competitors. Looking at how you can improve the client’s current service and product and how it will impact on their [bottom line](https://www.financedigest.com/business-leaders-flexibility-for-everyone-contributes-to-gender-equality-in-the-workplace-without-affecting-your-bottom-line.html "Business leaders: flexibility for everyone contributes to gender equality in the workplace, without affecting your bottom line") is a sure way to secure that deal. **4)      Build a sense of urgency** Urgency is one of the most [important sales persuasion techniques because it works](https://www.financedigest.com/the-importance-of-information-security-in-a-post-pandemic-hybrid-working-world.html "The importance of information security in a post-pandemic hybrid working world"). However, sales persuasion techniques based on urgency don’t need to involve pressure and clear-cut deadlines to be effective; even implying that a deal that closes before you leave a pitch could somehow be better than a deal that closes [next week](https://www.financedigest.com/hungary-cenbank-seen-hiking-100-bps-to-11-75-next-week-as-inflation-surges.html "Hungary cenbank seen hiking 100 bps to 11.75% next week as inflation surges"), can build the urgency needed to make sales in record time, without being viewed as pushy. **5)** [Lead prospects to a sale](https://www.financedigest.com/flooded-lead-acid-battery-regional-landscape-production-sales-consumption-status-and-prospects.html "Flooded Lead Acid Battery Regional Landscape, Production, Sales & Consumption Status and Prospects") Some [businesses can be guilty of using the wrong](https://www.financedigest.com/a-uk-covid-lockdown-would-be-wrong-right-now-business-minister-says.html "A UK COVID lockdown would be wrong right now, business minister says") approach, telling prospects what they believe they want to hear, instead of asking persuasive questions, can be off putting. Questions like ‘Do you need a product that works quickly or a product that takes time?’ are known as [double binds](https://www.financedigest.com/australias-property-downturn-puts-home-buyers-in-double-mortgage-bind.html "Australia’s property downturn puts home buyers in double mortgage bind"), and can be very effective sales persuasion techniques. **6)      Ask for the business** Even for top sales people, direct sales persuasion techniques are difficult to master. Psychologically, it is difficult to [come out and ask](https://www.financedigest.com/twitter-asks-some-laid-off-workers-to-come-back-bloomberg-reports.html "Twitter asks some laid off workers to come back, Bloomberg reports"), ‘so when will you take delivery?’ or ‘can I count on your signature?’ Yet a sales person who doesn’t ask these questions when appropriate will see sales slipping through their fingers at the last minute. Master the art of asking for the business, and you will [see your sales](https://www.financedigest.com/merck-sees-up-to-7-billion-in-sales-of-covid-19-drug-through-end-of-2022.html "Merck sees up to billion in sales of COVID-19 drug through end of 2022") numbers improve almost overnight. --- This blog is powered by Superblog. Visit https://superblog.ai to know more. ---