“There are many good sales people; there are far fewer great sales people.”
How To Become a Rainmaker: by Jeffrey J. Fox, page 144
Chapter 50: How To Recognize a Rainmaker
Here are 10 attributes that make the difference between good and great:
- The great sales person is organized.
- The great salesperson only calls on people who are qualified to make a decision.
- The great salesperson understands and appreciates the necessity of “pre-call” planning.
- The great salesperson takes the time to document their individual sales objectives.
- The great salesperson asks meaningful questions.
- The great sales person listens to the answers after asking great questions.
- The great salesperson understands that the prospect or customer is loaded with issues concerns and problems of their own.
- The great salesperson understands and appreciates the need for concerns in these concerns are often presented as objections.
- The great salesperson understands and appreciates the value of the service they are providing.
- The great salesperson always asks the customer for a commitment.
There are many good sales professionals, the question I ask of you today is are you planning to be a great one.
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