What Makes a Great Salesperson (From a Founder Who Had to Learn It)

When we think of a salesman, we often picture someone loud and talkative who can convince you to buy something in the first meeting. But is that really what makes a good salesperson?

I'm someone who came from a tech background and transitioned into sales and marketing because I had to sell our own startup subscription. Here's what I learned about what makes a truly effective salesperson:

1. Domain Knowledge is Everything

If you’re selling a soap and you know where it was manufactured, why it’s better than others, and all the side effects, and you can confidently answer every question your customer throws at you, then your chance of closing that sale is over 80%.

Out of all the qualities, domain knowledge is the most important. You can be charming and persuasive, but if your knowledge is weak, someone else with more expertise can easily win the deal.

2. You Log Everything

Top salespeople document everything. They log calls, meetings, and messages in a system (ideally a CRM) so they don’t miss any follow-ups or lose context.

Most sales don’t happen in the first meeting. You need more actions, timely follow-ups, and consistency. Customers may ghost you, not because they’re not interested, but because they’re busy. It’s your job to follow up.

One lead told me this after texting me two months after our initial contact: "I was busy, but you should’ve followed up." I assumed she wasn't interested. That was my mistake.

Using a CRM and being systematic about follow-ups can help you close 10x more deals than others.

3. Be a Good Listener

I used to jump straight into product demos. Big mistake.

I realized this when one day, I let the customer talk first. I asked a few questions, understood their needs, and only showed the parts of the product that were relevant to them. Half the features didn’t matter to that client, and I didn’t waste their time.

Listening gives you clarity and helps your customers feel heard. It completely changes the direction of the call.

4. Be Charming and Charismatic

First impressions matter. Whether we like it or not, people judge within seconds.

So yes, dress well, speak well, and be genuinely interested in the conversation. Being prepared and confident will always give you an edge.

The truth is: you can absolutely learn to be a great salesperson. Do it consistently and you'll get better.

I'm not the same person I was when I started, and I’ve closed many deals for Heffl because of these learnings.

To become a better salesperson, you also need a CRM that works for you.

Heffl CRM helps you:

• Auto-create tasks for stale leads
• Log meetings, calls, and notes using AI
• Use an AI Agent that supports your entire sales flow

Click here to try Heffl CRM for free and close more deals like a pro.