This week we look at an insightful trait that has become more important for salespeople in today’s market. Sales requires a certain “feel” for a situation even though all of the data is not obvious. You could call this trait sales intuition.
Decision Making
The ability to accurately compile intuitive perceptions about a situation into a decision or action. This ability allows one to be €œintuitional€ as opposed to intellectual (requiring data and logical reasoning) in effective decision making. This capacity requires a good deal of understanding of people, the outside world and the ability to visualize the whole picture in a mental scenario.
A salesperson with strength in this trait will be comfortable making decisions on their feet without having to study a situation or requiring logical data to examine.
A weakness in this trait indicates a salesperson who is not comfortable making decisions until he/she has had sufficient time and information to analyze a situation.