Top-performing salespeople get more sales, cost effectively and in less time than their colleagues do. Top salespeople have five characteristics that set them apart from others. They:
- Set big goals that are challenging, motivational, achievable, measurable, and specific in terms of results and time. Envisioning their targets, they initiate their sales goals and quotas, rather than waiting for management.
- Ask many high-value questions to fully determine their customer's situation and buying needs. They know that the most effective way to present their product or service is to uncover their customer's goals, objectives, concerns, and hesitations. In addition, they know the only way to achieve this is to ask tough, penetrating questions that make their prospects think.
- Stay positive with a contagious enthusiasm. They seldom talk poorly of a company or the business. When faced with unpleasant or negative situations, they choose to focus on the positive elements instead of allowing themselves to be dragged down.
- Work harder than others, often starting work earlier and working later than their colleagues. With less social chit-chat; top performers make more calls, prospect more consistently, talk to more people, and give more sales presentations than coworkers.
- Keep in touch with their customers and prospects. For example:
- They make more phone calls and have regular "keep in touch" breakfast and lunch meetings.
- Keep their name in clients' minds by sending articles of interest, "Thank You" notes, birthday cards, and anniversary cards.
To keep in touch with their customers and prospects, to make more calls to customers and prospects on a given trip; to save time, lower costs, and to perform more effectively. Top salespeople use a
This profile of top performing salespeople
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