While there’s no substitute for natural ability, there are three specific attributes that separate good salespeople from great ones.
- Accountability: When salespeople hit a slump, do they blame prospects, the company or themselves? Chances are the company isn’t going to change, and neither are the prospects. Top performers look in the mirror first, and decide which skills they need to sharpen.
- Integrity: There’s a big difference between I will and I’ll try. Those who say, “I will,” succeed. Those who say, “I’ll try,” finish second. Salespeople need to have a specific goal in mind and follow through.
- Immediacy: Do it now! Salespeople who say they’ll do it later are much more prone to let things fall through the cracks.
Based in part on “Secrets of Top Sellers,” by Jill Konrath.
