What are the 11 qualities needed to be a good salesperson in the CBD industry?

As you probably know, the CBD industry is booming in France—and abroad as well. In recent years, demand has continued to grow, and the range of products available has expanded. There is a wide variety of CBD products on the market, in different forms and available at various types of stores. Of course, career opportunities in the CBD industry are also on the rise.

If you’re a CBD enthusiast or simply curious about cannabis, you’ll certainly be interested in the job opportunities available in this field. Contrary to popular belief, working in the CBD industry isn’t just for cannabis enthusiasts. In fact, people with all kinds of backgrounds and skills can be valuable in this industry. Without further ado, here are the qualities you’ll need to become a sales representative in the CBD industry.

The world of CBD and cannabis is constantly evolving. Only someone who is passionate about it can become the best salesperson in the CBD industry. In fact, you can easily lose interest if you aren’t driven by a passion for selling CBD products. 

A good CBD salesperson has complete mastery of the products or services they sell—their features, potential benefits, prices, and market rates. In short, they’re unbeatable. Knowing how to sell means developing selling points that address all the questions prospective and current customers may have.

Competitive intelligence is therefore essential in this field, as is curiosity. Indeed, knowledge of the plant is one of the qualities required of those who want to make their mark in the world of CBD.

One of the key strengths of a good salesperson is a thorough understanding not only of the products and services their company sells, but also of the market in which it operates.

Curiosity is another key quality that a sales representative in the CBD industry must possess. Have them spend time in various internal roles to understand how everything works, and then encourage them to familiarize themselves with the competition and its pricing. Knowing how to set up an effective traceability system is an additional skill for the sales representative: it will allow them to offer a little “extra” that makes all the difference.

Finally, to determine their future approach, CBD sales representatives must also take into account their customers’ feedback and opinions across all platforms. This will enable them to be prepared to answer any questions and identify areas for improvement as needed. The main ways this is reflected are through social media and social listening. Being connected is a sought-after trait in sales representatives because it helps you manage your online reputation.

Sales teams know that despite planning and preparation, the unexpected can always happen. In such cases, they need to be creative and resourceful to adapt to changing circumstances. A salesperson in the CBD must always have a Plan B in case their assignments don’t go as planned, a flower is out of stock, or a customer is looking for a specific flower that isn’t in the catalog.

Anyone who has the desire to succeed—who is ambitious—doesn’t need motivation. All they need is an opportunity. When you’re ambitious, you take advantage of every sales opportunity that comes your way. Salespeople are generally judged by the number of sales they are able to make in a day, a week, a month, or a year. The desire to succeed is essential for meeting the goals set by management.

Successful salespeople are masters of the art of "multitasking." They can easily juggle multiple tasks, such as generating new leads and closing deals with qualified prospects. They divide their time between writing emails, reaching out to potential customers, and making frequent phone calls to schedule appointments. A good CBD sales rep must be versatile and have excellent organizational skills.

It is a fundamental mistake to think that intelligence and the ability to improvise are enough to succeed in CBD sales. The right approach and preparation will ensure you don’t miss out on a great opportunity. Furthermore, foresight accounts for 90% of the success of a sales transaction.

This is an example of a field sales rep who won’t close a deal simply because he forgot the registration form. Every meeting is valuable, and not every opportunity will come around twice. However, tomorrow this customer might change his mind after discovering other, more attractive offers.

Here's our advice, for example: Set aside one hour in your schedule two days before the meeting to prepare for it. Review your notes or call recordings to prepare relevant sales presentations and address objections.

Salespeople in the CBD industry often rely on their sales pitch when speaking with potential customers. However, they must also listen carefully to customers’ requests. Instead of simply listing all the benefits of CBD products, salespeople should actively listen during the conversation.

In other words, the sales representative must tailor their proposal to address the customer’s specific challenges. Why insist on offering a turnkey solution at all costs when the customer is only interested in a portion of your services? In this scenario, the sales representative must develop a customized proposal that meets the customer’s needs.

In short, it is essential to demonstrate humility, active listening, and empathy in order to understand the customer’s true expectations. This involves conducting a situational sales analysis to tailor what you say to the context.

To stay in control and remain effective even during peak periods, salespeople must be thorough and organized. Mastering the trade is one thing. However, that knowledge would be useless if the salesperson were unable to plan their actions.

In fact, their responsibilities aren't limited to research. Follow-ups, work meetings, and reports add to the workload. Without good organization, salespeople will quickly lose sight of their priorities and lose their balance.

Self-confidence is the key to professional success for any good salesperson. How can you inspire and convince potential customers when you lack self-confidence? In addition to what they say, salespeople send off-body signals that their listeners can easily pick up on. Rambling speech, avoiding eye contact—these signs can give away a salesperson who is trying to win over buyers.

A lack of self-confidence raises doubts in the listener. If you lose control, you’ll be in a poor position to defend your arguments. Conversely, a confident salesperson possesses great persuasive power, which helps them deliver a strong and persuasive pitch.

Bouncing back from setbacks, learning, continuous development, and perseverance motivate salespeople to achieve their goals. Letting stress get the better of you and giving up at the first sign of resistance is counterproductive. Perseverance is an essential virtue for dealing with even the most complex situations.

However, it’s important to take a step back in order to bounce back more effectively and improve efficiency. Indeed, perseverance should not lead a sales representative to rush into things and ultimately hit a wall. 20% of sales activities generate 80% of sales results. 

Trust matters in CBD sales. Top salespeople know how important it is to build a relationship of trust with their customers and ensure maximum satisfaction with every transaction. They also know that the sales process can take time. Therefore, they regularly follow up with prospects and customers over time—not just when they’re trying to close a deal. The customer relationship must be authentic, not merely transactional. Top-performing salespeople, therefore, have above-average interpersonal skills, which give them added persuasive power.

Like a true orchestra conductor, a good sales representative in the CBD must demonstrate teamwork and attention to detail on a daily basis. This ensures effective coordination not only among your company’s various departments but also with your suppliers to meet your clients’ needs. Finally, while some sales qualities are innate, others require development if you want to become a CBD sales representative.