The 11 Ingredients of a Great Salesperson

What makes a salesperson great – better than the rest – better than near great? What are the strengths, skills and techniques that put the truly great sales professional over the top? In working with the sales forces of corporations through out the country, we have identified the following 11 major differences in selling between great and near-great salespeople.

Great Salespeople:

1. Understand the need to ask questions. Near-great salespeople are good listeners, and they listen to everything the prospect says. Great salespeople are always asking questions, because asking is key to selling.
2. Make mistakes. Near-great salespeople are very careful and they never make mistakes. Great salespeople often make mistakes because they are not afraid to take risks.
3. Uncover solutions. Near-great salespeople uncover problems, and understand how to find them. The truly great salespeople uncover solutions.
4. Understand their prospect's business. Near-great salespeople understand their business and possess strong product knowledge. Truly great salespeople understand business from the perspective of their customers and know their customer's products.
5. Use words wisely. Near-great salespeople use wise words. They know how to use wise words and cliches to develop rapport quickly. Truly great salespeople use words wisely, and know how to use words to communicate what they truly mean.
6. Seek help. Near-great salespeople accept help and are not afraid to have their managers step in and help them succeed. Truly great salespeople actively seek help, and are always looking for new and different ideas from different areas of the company.
7. Practice perfectly. The near-great salespeople practice their skills and craft. The truly great salespeople practice perfectly.
8. Use their ratios to succeed. Near-great salespeople understand and can analyze their ratios. Truly great salespeople use their ratios and work their numbers to help them succeed.
9. Don't care about commissions. Near-great salespeople share the credit or commission with the members of the sales team. The truly great salespeople are more concerned with the welfare of their customers than they are with their commission checks.
10. Live their products. Near-great salespeople believe in their products. Truly great salespeople live and breathe their products.
11. Seize the sale. Near-great salespeople see the sale – they can visualize the success. The truly great salespeople take action and seize the sales opportunities.
    
    

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